For some people it is easy to be over-quota and over successful in selling. For the rest of us, we need to maximize our time, work smart, and work to improve every week in order to achieve our goals and our dreams.
There are many time traps we can get bogged down in – here are just three of them:
1) Focusing on our already existing customers too much. It is true we MUST follow up and follow through with our existing client base, however – if your job is primarily to create NEW sales – no matter what your title in your company – sales rep, owner, etc – you MUST focus on identifying more probable prospective new customers in addition to the other duties you have. Otherwise, you won’t have many new sales. It is that simple.
2) Spending too much time on research. I’ve been guilty of this myself, more than once. We want to thoroughly reseach before we contact a prospective customer – yet we don’t have time to be a full-time researcher. Try this – simply cut your research time in 1/2, or give yourself a limit – quick view of a website, quick Google, and perhaps one other way to research – then make the call. Better yet, do the research during your down time, and not during prime selling time.
3) Poor qualifying up front – which leads to wild goose chases that are a COMPLETE waste of time. If you learn to qualify better up front, it can save you literally hours and hours of your valuable (and your company’s) valuable time – time which cannot be replaced. LEARN how to better qualify! Once you learn how to better qualify, then you see that “closing” is no longer a problem either. It’s a magical thing.
What are your personal time traps? Send yours in by email and we’ll post a long list reflecting regional and sector differences.
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