Browse Tag

maximize your time

No Secret Formula

SQC smallProblem: Many salespeople wish there was a secret formula to prospecting successfully for new customers. We often hear salespeople moan, “If only more people would listen and talk to me. We know they would buy our service.”

Analysis: Prospects are bombarded with sales messages and buying opportunities. One recent study estimated that on average each of us is exposed to more than one thousand messages every day. Add to this the complexity and pace of business, prospects have no real way to cope but to screen out much of what they hear and see. Further, prospects buy for their own reasons and at the time that is right for them-not for your reasons or timing. read more

Let the Deceased Rest in Peace

SQC smallProblem:  I can’t tell you how many times I’ve heard this from our clients, “If I just had more time, I’d be able to sell more.”  In fact, time management and follow-up skills are frequently cited as major challenges sales managers tell us their salespeople face.

Yet we find that salespeople often sabotage themselves when it comes to management of their time.  Salespeople are notorious for trying to keep a “prospect” alive when it’s obvious that the “deal” is dead.  They continue to try to “resurrect the dead.” read more

It’s Always About Timing

Problem:  Cal was a machine tool sales engineer.  One day in sales training class he lamented about his inability to get a prospect to make a decision on the proposal he had given for their new parts project.  He had provided some relatively attractive incentives to encourage his prospect to accept the proposal now, but couldn’t get the prospect to move.  I told him, “Go back and dig a little deeper as to when they would need the new machines for this new parts project.”  Upon further questioning, it came out that yes; it was true that they needed new machines to manufacture the parts.  However, the order from their customer had not been finalized yet and even if they did get the order today the first production run would not be due for five months! read more

Singing the Santa Claus Blues

SQC smallProblem:  The holidays are a curious time of year for salespeople.  They tell us that after the Thanksgiving holiday something strange starts happening.  It seems as though they’re not able to contact as many prospects, make as many appointments, or close as many sales.  If you sat in a room full of salespeople discussing the matter, you might get the impression that Santa Claus was public enemy number one! read more

Another Lousy Appointment

SQC smallProblem:  It was a gloomy day and had just started to rain when Rick left his second lousy appointment of the day.  “Man,” he thought to himself, “it’s pouring down rain, my car is at the other end of the parking lot, and this appointment that I drove 40 miles to see was a total waste of time.  My grandmother is a better prospect than this guy.”  He put his head down and dejectedly trudged through the rain towards his car.  On his way back to the office, he reflected on the appointments he had been on recently.  The majority of them had been similar to these two, a waste of time for the most part… nobody seemed interested in buying.  He was starting to feel like they were all bad prospects.  The gloomy day mirrored his mood perfectly.  He needed to do something quickly since his sales were starting to suffer. read more

Hearing “NO” From Prospects is a Good Thing

SQC smallProblem:  One of the most common requests we get is for time management training.  It seems there just aren’t enough hours in the day for most salespeople.  Companies spend big bucks for smart phones and other electronic devices so salespeople can stay in touch and on customer relations management programs to make them more efficient.  Training programs are conducted to help them evaluate areas where they are wasting time and provide solutions.  Yet they still have time management issues. read more