How much Critical time do you spend per day on your Business?
As discussed by Mr Schmooze today on Facebook.
“I once asked one of the greatest salespeople I know what the secrets were to his success. He said they were not secrets, but there were definitely two things he tried to manage very well. One was listening, (he listened differently than most people). The second, he said, was time management.
According to my friend, he learned early on that because of the lack of formal structure or routine in the sales profession, time management was a challenge that had to be mastered directly by the salesperson himself/herself. As he looked to peers and mentors for guidance, he realized that most salespeople did not manage time very well in the sense that they were spending most of their time doing anything BUT selling . . . meetings, paperwork, transportation, personal business, whatever . . . and that if he could discipline himself to spend more time actually selling than his competitors, it could be a huge, fundamental advantage.
In this context, it is important to note that he defined selling as active communication with clients, so that could be a formal sales meeting, phone call, meals together and entertainment. Anywhere where he had the chance to interact with both information and emotion, hopefully solidifying all aspects of a growing and healthy relationship.”
I know this sounds a little like Sales 101 but in our one-on-one’s at Canadian 1st Realty, when we ask people to map out their typical day, they are often shocked at how much time they spend "not selling." There are so many things we cannot control as salespeople . . . the economy, the competition, the market . . . but one thing we can absolutely control is our time, and that may be the most important element of all.