photo credit: Phillie Casablanca

The first quarter is coming to an end.  Are you on target to hit your sales goals?  If not, it’s not too late.

You don’t have time to waste when it comes to sales.  You’re already racing against the clock each day trying to squeeze one more thing in.  The truth is you can’t do more.  You can only get more effective at what you do.

Everyone isn’t a great candidate for what you have to offer.  You can’t afford to waste time chasing after people who aren’t ideal potential clients for you.  Identify your top 25 future clients.

Once you know who you want as a client the next step is learning as much as you can about your future client.  Start by discovering what they’re already looking for and talking about.  You’ll have greater success in less time if you know what your best future clients want.

Next open a connection with those future clients by talking about what’s already on their mind.  When you’re interested in something and it comes up in a conversation, advertisement, or mailing you pay attention.  So will your best future clients.

When you open the connection this way you’ll have the opportunity to get their interest.  Make it easy for them to say “yes” to a next step.  Then step your way from stranger to new client.

Join me as I show you how to increase your sales in less time (click here to register for this free event –> “Time! The Key to Your Sales Success”  You must register to attend.

photo credit: wwarby   

Time is the great equalizer when it comes to your success.  You have no more nor no less time than the most successful person you know.  The difference between the success you have and the success you want is simply the way you invest the time you are given.

The problem is you think you’re investing as much time as you possibly can now.  I challenge you to prove it.  Consider the actions you take that directly produce a paycheck as selling activities.  Then for one week track how you use your time in 15 minutes increments each day as go along throughout the day.

At the end of your work week make categories to reflect how you invest your time.  Come up with the total time you invested in each category over the course of the week.  How many hours did you invest in actions that directly produce a paycheck?

Did you invest 10 - 15- even 20 hours in paycheck producing activities?  For most the answer is “no”.  Okay, so now you know the ugly truth.  Now you understand why your sales success isn’t what you want.  Now you have the knowledge to eliminate, delegate, or reduce at least 5 hours of activities each week that don’t produce a paycheck.

When you add 5 hours of paycheck producing actions you can’t help but sell more.

Please join me for this free event (just click on this link here–> Time! The Key to Your Sales Success

all you need to do is reserve your spot and you’re in.

In sales time is money.  When you lack good time management skills it hits you directly in the pocketbook.  In general, you’re probably pretty good about managing your time, but…

For the most part, sales people like to be busy and they like to feel needed.  Combine that with the whole female nurturing mindset, and you may find that you’re investing far too much time in non-sales related activities.  For example, you’ll drive an hour out of your way to drop something off for someone just to be a pal.

You think you’re being nice and that you need to be nice.  You do need to be nice in sales, but you need to be nice to yourself too.  Start being nicer to yourself and your bank account by responding with “no” first and “yes” only when “yes” is in alignment with your sale objectives.

Rather than saying “yes” first and then kicking yourself later make sure you qualify your “yeses” before you give them.  That means when an unexpected prospect enters your sales funnel find out what about your service solution has attracted their interest, and when they’re looking to obtain the result you offer.  When you ask these qualifying questions in most cases you’ll learn this person is someone who isn’t a ready buyer.

That means you don’t have to respond now.  Instead of throwing your plans for the day to the wind only to find out it could have waited, you can schedule a time to meet that’s convenient for you.  The same holds true when you’re asked to do a favor for someone qualify that “yes” so you aren’t wasting a hour of prime sales time to make a special trip to drop something off that could have been dropped off any time within the next week.

You’ve conditioned yourself to say “yes” you can condition yourself to say “no” first.  It just takes practice and a little focus on your part.  As a complete stranger if I called you up and asked you to give me a hundred dollars you’d instantly say “no”.  But when I call you up as a potential client you freely give me that hundred dollars or more in your time investment without finding out if I merit your investment.  And if you think your time is free, that’s a whole other discussion…