This week a prospect emailed an inquiry. I immediately picked up the phone and called him. He was taken aback that I responded so quickly. He wasn’t prepared to take my call. We set a time and spoke early the next day. He moved into my sales pipeline. We have a follow up conversation on Tuesday.
In this wacky economic re-set, your responsiveness is vital. You do not have a minute to waste. The world is literally at your prospects’ fingertips as they surf the internet for answers. How quickly you respond makes or breaks your next sale. Top salespeople are organized internally and externally. They have a plan and they follow their plan. They are proactive and responsive.
If you are wasting time and have a time management issue. Just be honest with yourself: Time management is self management. The most focused salespeople are the cream of the crop. They are dominating their markets. They do not allow external chaos to interrupt their day.
Make five copies of the above image. Paste it on all your light switches in your office and on the dashboard of your car. Get moving! I promise you that you will sell more!
Connie Kadansky, Sales Call Reluctance coach, helps salespeople get their “ask” in gear. [email protected] www.exceptionalsales.com 602-997-1101. Connie is conducting a free webinar on the Inner Game of Prospecting: How to Overcome Sales Call Reluctance on September 22, 2010 at 9:00 a.m. pacific time. Please email her for an invitation.
