Thoughtful Thursdays – Time flies
Here we are at the end of another month. Where did the summer go?
Todays thought is about sales time and making the best use of it.
It is a given that we are all very busy. Too busy to do all that we want to do, or are we really? Perhaps it is a case of not wanting to do something and being busy is a convenient excuse. We can always find something to do that will keep us busy. After all busy is good, isn’t it?
Indeed, busy is good if it means you are clearly focused on your sales goals and objectives. Where busy can be actually slow us down is when the activities we are engaged in are not working towards the achievement of our sales objectives.
An example is spending too much time with prospects who are not likely to buy. They are interested and supportive, yet never commit to a timeline. These are the comfortable calls that give us that warm and fuzzy feeling. Sadly a lot of time is spent with these tire kickers rather than true prospects.
One way to make the best use of your sales time is to implement a process that measures and tracks the progress of each of your targets. Give priority to the ones where the close is imminent. The closer you are to closing the sale the more micro-managing you may need to do to insure the timing does not move out.
If you cannot get a commitment from your prospect, maybe it is time to re-evaluate the opportunity.
Be mindful that “too busy” is just another way of saying “it is not a priority”.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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