Unfortunately, when things go wrong, or during the times when things get really hectic, it is easy to lose a little of the original focus and overlook what makes a selling business succeed.
One of the most important factors is closely related to TIME MANAGEMENT and deals with WORK PREPARATION AND ORGANISATION. Why it adjoins time management, is that an ill-prepared and disorganised call can take much longer than anticipated. That loss of time in turn has a multitude of side effects which include, Frustration, Anger, Accidents, Tiredness, Exhaustion and a Loss of Control to name a few.
Mental preparation is important, but it is also critical to ensure you have the necessary skills to be able to anticipate and plan in advance. If not, they will need to be acquired. A fast work rate and the desire to do a good job can never compensate for the inability to foresee the volume of any particular day’s work.
At those times you may overlook the best way to properly plan ahead. Here’s some helpful advice.
- Try and write everything down, either on the card or in the diary, then transfer it onto the card later that day.
- Always confirm you calls around 48 hours prior to the appointment.
- Work with two diaries, one you carry with you, and the other is to be kept by the phone.
- Update both diaries daily. This way you have a full years record should you misplace one of them.
- Keep a 5×3 card system to keep track of your customers.
- Prepare your work the night before your calls.
- Only work on one thing at a time.
- Keep an eye on the next thing on your to do list.
- Keep you workplace neat and tidy.
Each Negative is a Step Closer to Success
Handling rejections is a problem all sales people have to deal with on a regular basis – some more than others. Whether the rejection is because of lost sales, negative responses, cancellations, or a variety of other reasons, the high performance professionals are masters at handling each of these situations. They simply understand that each negative is one step closer to a successful outcome, be it for an appointment, a presentation or a sale.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com