Here is our next item on our list of 14 things great salespeople do that average salespeople only think about:
6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day.
It’s the same way they approach each week, month, quarter and year.
If you were to track your time for a day, a week or a month, how much of it would you say you’re spending actively engaged with customers?
It’s shocking how little time salespeople actually spend engaged with customers. Most salespeople, until they really start tracking their time, don’t realize how much time gets wasted simply doing nothing. Don’t kid yourself. We’re all not as actively engaged with customers as we think we are.
Great salespeople know how to use their time and it starts with having a plan for each day. They don’t end a day without knowing their goals and plans for the next day.
More than anything else, this one single action separates an average salesperson from a great salesperson. It’s the reason the top performer is able to spend more time in front of customers and close more sales. They come into each day prepared and ready.
I like to say these are the people who make things happen rather than waiting for things to happen.
When I know how I’m going to spend the day on before it begins, I’m far less likely to start the day looking at things that in the end are simply not important. Too many times we can find ourselves engaged in activities that make busy, but in the end they do little to generate more sales.
What is your plan for tomorrow?
Before you finish today, plan your day tomorrow and set you goals. What is your plan to achieve them? Do this each day and you will be amazed at how much you are able to accomplish, not just for a day but for a week. Remember, the objective is not to be busy, but to generate more sales.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.