Tag Archives: Time management

Don’t Sweat the Sales Stuff

Business

Business (Photo credits: www.roadtrafficsigns.com)

 Sales is really quite simple and not nearly as frightening as some people think.  If you’re a new business owner or just starting out in sales you may be feeling a little bit intimidated by the sales activities involved in promoting your product or service but don’t sweat the sales stuff.  You just have to get a list together of why your service or product is of value to your prospect and be willing to promote it.  Always be willing to answer this question; what’s in it for them?

Many people think about sales the same way they do about telemarketing.  Those annoying calls you get at home that can be so distracting.  I had a telemarketer call me the other day to sell me some magazines.  He was offering this and that and such and such. I said, “I’m sorry but I’m not interested”.  What he said next really cracked me up.  He said, “You don’t read”?  Rule #1, don’t insult the prospect.

Car sales are another way salespeople get a bad reputation because that whole process is exhausting.  When you walk into a showroom and ask how much a car costs you are likely going to have to answer 12 questions before they give you the price.  Many times they will sit in the back seat while you test drive the vehicle and analyze the conversation you have with your spouse.  Then they take off to go see the manager to discuss your offer without you.  I’m offended by these games and I think most people are.

You need a straight forward, honest approach.You have to be naturally confident and pull it off something like this, “Here’s what we offer.  This is what we do really well and what’s excellent about our products. Here’s the value for you and this is how much it costs.”    Don’t inject any type of attachment to the outcome and stay away from any neediness which is just creepy.  Know your value, have a positive attitude and be persistent.

Determine the potential

Is this opportunity feasible for them? This is tricky because people have an inclination to say no quicker then yes so you have to keep your questions open ended and conversational so you are able to qualify them and decide if it’s the right business opportunity for them. They won’t share too much information with you initially.That’s your job to figure it out. I like open ended questions that are conversational as they land easy on people.

Building the relationship

Once you’ve established a good fit with your prospect you must develop a rapport and build the relationship.  Be persistent and cultivate it.  It’s like planting seeds.  You’re watering them, fertilizing the soil, nurturing the seeds so that the plant becomes healthy and strong.  It’s the same with an account.  You’re making follow up calls, staying in touch, offering your value and services, thanking them for the opportunity and politely asking for their business.

Time management

Either you will run the day or the day will run you. We often get distracted throughout the day which is why it’s so important to have goals and priority lists so we can stay focused and use our time wisely. Get familiar with online tools such as conference calling, video conferencing and online meetings.  See the infographic here from InterCall that outlines time and cost wasted in traffic.

Be confident about your business knowing you have a great product or service to offer.  One final thing that many salespeople forget to do is ASK for the business.  Will you call me when you’re ready to move forward?  Will you give me an opportunity to quote next year?  Will you come in and see me when you’re ready to sit down and discuss going ahead?  That alone with make you more money than any other thing you do.  Ask.

About the author:Carrie Wynne is the author of 10 Ways to be Deliriously Happy – How to Live an Inspired Life.  She conducts personal development workshops based on the principles in her book showing others how to connect to the power within themselves and develop mental strategies to create an incredible life.  As a professional sales consultant she also offers training, coaching, and sales seminars.  Connect with Carrie on Google+,Twitter and LinkedIn.

 

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How can I get more accomplished in a day?

My first question for you is what are you doing all day?  Do you have applications like Facebook, Twitter, games or even email open all day?  These can suck you and take your productivity down to 0.  I would recommend shutting them down including your email and working on other projects.  You may be wondering about email, but I will explain.

An hourglass

An hourglass (Photo credit: Wikipedia)

Email is a time waster as you either get a lot of messages or you get none.  If you get none and you keep hitting the refresh button, you are wasting time.  If you get a lot, chances are you are pouncing on each one when it comes in to deal with it.  This wastes a lot of time as you lose productivity switching from task to task.

What I recommend:  turn off you email and only check it every hour or two.  You will be more focused and resolve more issues when doing this.  I have done this myself and found it definitely made a difference!

A to do list and a timer are your friend.  Make a list of what you want to accomplish that day and approximately how long it will take.  Set the timer and off you go!  If you have time leftover, start the next task.  You could end up with spare time at the end of the day and then you can play.

If you take a break to check Facebook or other items, set your time for this too and stop when it goes off.  These can suck you in and two hours will go by without you noticing.

2013 Goals with Direct Sales

With the start of the New Year, many people are looking at what they accomplished in 2012 and what they are hoping to accomplish in 2013.  Maybe you have not figured out your goals, or maybe you have them figured out but are not sure how to get to the desired result.  Fear not, I have some information and a book recommendation to help you out. 

Cynthia Kersey has a book called “Unstoppable Woman” and it is a book that helps you to work through your goals to determine what you really want and to come up with steps to get there.  One of the biggest things that she advocates is that you need a buddy to work with and keep accountable to.   I have worked through this book in the past and it definitely is helpful and really makes you think about what you want and how you are going to get there.  To read my entire review, check it out here:  “Unstoppable Woman” by Cynthia Kersey

If you need some help with your goals, I suggest you check out my post about how to set goals in direct sales and see if that will help you.  Setting Goals in Direct Sales

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Time Management for Sales Professionals

Planner screenshot

Planner screenshot (Photo credit: Wikipedia)

Unlike money, time is equally available to every individual globally. Each and every one has just 24 hours to plan and execute actions, deeds and activities of the day. Here is where time management comes in as every individual has to complete all the daily tasks within the time available.

With time management techniques, people could improve on the quality of work and quantity of work addressed to each day. Getting more things done in less time always gives a certain amount of satisfaction to an individual, but then having said that; allotting time to the most important tasks is also one major aspect that should be not be forgotten.

Time Management is a whole new ball game when it comes to executing sales deals on a daily basis. Every minute counts as the responsibilities of each person piles up if not addressed in stipulated time. Hence, planning every minute is vital when it comes to managing time. The following steps can help manage time effectively:

Analyzing current Time tackling strategies – Time Management firstly starts with figuring out one’s current strategy of performing daily tasks and segregating time for each and every client to be met every day. Tracing out loop holes and areas of improvement is a major step. Giving a thought to the time taken currently for each task to figure out any scope of improvement is necessary. Prepare a time-log and keep track of what is done every 15 minutes for almost 10 days to get a time graph on activities done. Try and improve productivity if the need and scope of doing more is traced out.

Prioritizing – A list of direct sales activities should be prepared with the estimated time to spend on each personal task and client meetings as the table could be daily or weekly. The next step is to give importance to each deed and get things done accordingly. A To-Do list can be made with all the activities ranked according to their importance and follow to get optimum productivity. Having and going according to such list helps the sales executive to decide and focus on the daily tasks and client negotiations. Moreover, the priorities can be set according to the importance or the urgency at which the activity needs to be completed.

Organizing and Scheduling – The requirement is being focused on prioritized tasks and deadlines at all times. In such cases, a planning tool can be of great help. Setting reminders, and jotting down important points for further reference actually help to address the issue on hand and presents ways to tackle them effectively. The four important steps to be kept in mind while making a planning tool are –

  • Record: Make a record of all activities and targets according to priorities on a daily basis
  • Review: Go through the individual targets in the planner so that the important tasks can be addressed at the right time
  • Remember: Have a rough draft of the plan in mind and the tasks mentioned to make planning and tackling tasks easier
  • Synchronize: Get a copy of your plan on all electronic devices for easy prioritizing

Avoid Procrastinating and Multi-Tasking: Putting off direct sales activities for later has always been an issue for people. Reasons for doing so are usually because the task or the deal seems overwhelming or unpleasant. In such cases, all one needs to do is to break the process into smaller portions and get those portions done on a daily basis. There is also a problem of getting started with disinterested tasks or clients, in which situation; a preparatory task of collecting data or required materials should be put into action or a pre-planned approach to the meeting with clients should be figured out.

It has often been claimed that multi-tasking does not really help to get tasks done on a daily basis. Shifting focus from one task to the other often results in wastage of time and lead in difficulty in focus on the tasks and maintaining focus when needed. So an ideal solution is to get a portion of one task done completely before shifting attention to the other. In case of meetings, sales executives should make sure that the negotiations are dealt with patiently and sufficient time is segregated to each and every client in order to achieve daily targets with comparative ease.

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This is a guest article written by Sapna, Manager at Taaza.com, an Indian horizontal site. Significant verticals include Jobs, Classifieds, News, Education, Photos, Movies, Travel, Shopping and Finance.

 

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