Want to increase sales? Analyzing your time management practices is a great place to start. Time management practices are what you do and how you normally manage your time. Research shows that effective time management practices are one of the greatest contributors to high performance.
Time management practices reflects what you routinely say “yes” to as well as what you say “no” to. It is these moments of decision that separate the higher performers from the also rans. High performers are proactive because of the time management they develop. They gain an unfair advantage over their competitors because they attack the marketplace based on their personal strengths and knowledge instead of reacting to the conditions set by others.
Because they are more strategic in their approach to their jobs, high performing salespeople are able to keep focused on what’s important. They employ clarity of purpose, consistent communication to the marketplace, commitment to taking right action and the discipline to execute. These salespeople achieve excellent results because they know:
- Their clients and the pain they are experiencing.
- How their product addresses the pain.
- What message clients need to hear to make a decision.
- How to move their clients from decision to implementation.
- When they can’t win.
Because they have a clear and consistent strategy for approaching the marketplace, they are able to focus on important and winnable sales opportunities. They don’t get distracted by periodic “road kills” that may litter the highway of a major sale. They also don’t get seduced by the allure of landing the “big elephant” when their chances of winning are slim or none.
The quickest way to zap your time and income is to spend $1,000 in selling effort to land a $100 commission.
To make sure they are pursuing the right opportunities, they ask themselves:
- Is there a fit between the client’s needs and my solution?
- Can I win?
- Is it worth pursuing?
By developing the discipline to ask these questions regularly, answer them honestly and then acting on the answers, successful salespeople are able to say “yes” to the right opportunities and “no” to the wrong ones.
One key time management practice is mentally planning the day before it begins by visualizing what you need to do for the entire day. Research from a variety of organizations determined that this practice is one of the most distinguishable characteristics among high performance people. The techniques used may vary from formulating a “to do list” just before going to bed, to planning the day while showering. But, high performers develop the specific discipline of mentally starting the day before the activities actually begin.
Remember, if you don’t manage your time someone else will. Commit yourself improving your time management practices and watch your sales increase
For a Free Assessment of your time management practices go to:http://www.philfaris.com/wp-content/uploads/2011/07/Time-Management-Practices-Assessment-Exercise_2.pdf
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