Would you like to have more time to be prospecting and selling?
Perhaps a better, albeit obvious question: Would more time for selling make you more money? (Of course it would!)
I want to help you have more time for what really generates money for you: selling.
Having a great process, but not enough time to execute it properly, is not a recipe for success. It’s a recipe for frustration.
I challenge you to read these 5 time management tips, and then implement them this week.
1. Do not multitask.
I’m going to pop the bubble right now.
When you multitask, you sell yourself short. You wind up giving multiple things less than your best.
via Warwick Brown on GIPHY
Instead, stay in the moment with what you’re doing. You’re actually going to create more time.
Please, don’t give me the argument, “Mark, I spent a tremendous amount of time in my car. I need to use my driving time for phone calls with customers.”
I understand that. But here’s the situation: you’re sitting there driving, and you’re having a call with a customer. You are not going to be as focused on them as you think you are. And you’re possibly going to cause an accident!
So what’s the alternative? Use the time in your car to be strategizing, or thinking. Use it to be continuously learning, or listening to an audio book. There are other lower-function tasks, that use less of your brain, to match with driving.
But that’s just one example. I see others in the middle of a call with a customer checking emails. Hold it! You’re going to miss key information shared by your customer! Just don’t multitask.
via The Office on GIPHY
2. Break the task down into small segments.
How many times have you had a major proposal that you’ve got to get done? And you know it’s going to take time.
Then you start the cycle of: “I don’t have time to work on it today. I’ll work on it tomorrow. And it keeps getting pushed closer and closer to the deadline when you have to deliver.
It’s time to do something different. Take that big project and break it down into five or six smaller tasks. That way you can focus on one piece at a time. I have found that this single activity has helped me increase my productivity significantly.
3. Allocate time to check goals and priorities.
You know I’m a big champion of, “Tomorrow begins today.”
I’m going to look at my goals again and reassess my priorities to make sure they’re in line for tomorrow. But tomorrow morning, I’m going to repeat the process.
Being zeroed in on your goals means making sure that your priorities and the activities you’re going to be doing support your goals.
Having goals is totally irrelevant. Having goals doesn’t mean you achieve your goals. It’s the activities you do that are going to help you achieve your goals. So, I want to make sure that I’m going to spend my time accordingly and appropriately.
4. Know your peak time.
Everybody’s mind and body just behaves differently. And we all have peak times of the day that are critical work time, and other times when we’re simply not focused. Know when they are.
My peak times, for instance, are early in the morning. Early in the morning is when I can get writing or proposals done. I know my brain is primed and ready for these activities in the morning.
I also know I get a ‘second wind’ later in the morning. That’s when I’m going to be spending time making phone calls and making stuff happen with customers. And I know that late in the afternoon my focus starts to wane, so I’m going to have lower-function activities during that time.
How can you allocate your time accordingly?
Read 10 more time management strategies for salespeople here.
5. Know how to create energy.
This isn’t just about going for a run or going to play tennis or lifting weights or whatever. I will routinely do that. I’ll be having a good day, and I’m getting a little lethargic, and I’ll go for a run. And I come back, and I’m jazzed. But I am not always in a position to do that.
However, I can create energy in other ways. One way is by calling some of my customers.
I have a conversation with them, and it jazzes me. It really gets me pumped. It even creates more energy to go make more phone calls or go take care of more work. This is something I do routinely.
For example, on Friday afternoons let’s be honest, we’re tired. You just want to chill and do paperwork and wind things down. Nevertheless, I love calling a couple customers right after lunch. It gets me excited! And then suddenly, boom. I’m in the mood, and I’m going to make those Friday afternoon phone calls. (Yes, Friday afternoon is a great time to be prospecting! Read why here.)
This week on The Sales Hunter Podcast…..
Jason Bay joins Mark this week to share his 3 Steps to Make Outbound Easier.
He shares why he focuses more on sharing insights instead of on “solution talk” of why you can solve their problem or why you’re better than the competition.
What if instead you left the client with something of value every time even if they never buy from you?
Is it really that simple? Listen to the conversation wherever you get your podcasts.
Now that you’re on your way to making more time for actual selling, it’s time to refine those sales skills!
Do you feel awkward on the phone? Not seeing results after calling customers?
Check out my Phone Prospecting course. It’s time to warm up that cold call!
Do your emails feel cheesy? Do they often go unanswered?
Check out my Email Prospecting course. I’ve even included email examples!
There’s so much more to learn and explore at The Sales Hunter University. Click here to find even more masterclasses, or learn about our levels of membership.
Copyright 2022, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.