By Dave J. Kahle
The common salesclerk this day is beaten, trapped in a chaotic, pressure-filled atmosphere with an excessive amount of to do and never sufficient time to do it. Salespeople need assistance! This publication presents it. Dave Kahle contends that clever time administration isn't really approximately cramming extra task into each one hour; yet approximately reaching better ends up in that hour. The content material has been honed in countless numbers of seminars and subtle via the perceptions and reports of hundreds of thousands of salespeople. 10 secrets and techniques of Time administration for Salespeople presents strong, functional insights and ideas that truly paintings, together with 1000s of particular, functional, potent time administration advice from dozens of salespeople who're at the "front strains" each day. the writer, Dave Kahle, has been the number-one salesclerk within the nation for 2 varied businesses in unique industries. he is offered seminars through the international, released greater than four hundred articles, and authored 3 books and 32 multimedia education courses.
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Extra resources for 10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count
What ideas or movements are important to you? 3. What behaviors do you respect? 4. What character qualities do you admire? 5. What irritates you about other people or situations? Those things that bother you are usually the absence of something you value. For example, if a rude person irritates you, it’s because you value politeness. This is just a start. The idea is to create a long list of the things that you determine to be more important than any one deal, any one small accomplishment. For example, by publishing my company’s value statement, I am taking the position that these values are more important than any single transaction, more important than money or accomplishment.
Weekly plans. Daily preparation. Pre-call preparation. Post-call reflection. p65 41 10/28/02, 12:04 PM 10 Secrets of Time Management for Salespeople Over the years, I’ve developed a guideline that works very well for field salespeople: Spend approximately 20 percent of your time thinking about the other 80 percent. Now, that doesn’t mean that you get to take every Friday off. But it does mean that you discipline yourself to invest sufficient time in planning and preparing so that your time will be more effectively used.
It is not unusual for a company to gather its salespeople together, bring me in to do a “sales time management” seminar, and then follow that with a couple days of intense planning. You may be thinking, “Isn’t this is lot of unnecessary paperwork? p65 42 10/28/02, 12:04 PM Think About It Before You Do It! ” No, just the opposite. These companies have wisely created special planning times for their sales force because they know that it’s worth the time and money that it takes. It may be that your company organizes a similar planning event.