Try FOCUSING instead!
Sales is all about closing sales by being able to help a customer satisfy their needs. Sales is not about seeing how much work can get done at one time.
Too many salespeople think if they can work on multiple projects at the same time, they will ultimately close more sales. My problem with this is it can be amazing how in trying to do multiple things at once, we wind up missing the real opportunity.
The greatest opportunity with any customer is in being able to satisfy their greatest need.
The problem is in getting the customer to share with you, the salesperson, what that great need is — and then for you to know what to do with what they just shared.
If our mind is always on trying to multi-task, we run the risk of not being focused enough to understand what it is the customer is trying to say.
I can’t tell you the number of times when I’ve been with a salesperson discussing a customer. Suddenly, when the salesperson’s mind is 100% focused on the customer, we’ve uncovered a significant opportunity that leads to either more sales volume, a higher profit margin or both.
Give yourself time — put it on your calendar to truly focus in on your customer. Don’t do it as you’re pulling into their parking lot to make a sales call or at the end of a long day.
Schedule yourself whatever length of time you need to be focused 100% on the customer. List out each item you’ve ever heard them say, and start asking yourself questions as to what each item means.
Your expense reports can wait, your weekly call report can wait, and yes even checking email can wait.
It’s the most money you may make this week!
An old expression goes something like this: “Your focus is to keep your focus on the focus.” I’m not sure who first said it. For salespeople, I would change it to this: “Your role is to focus on your customers needs — not your own.”
Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.