Work Smarter Not Harder

Work smarter not harder to get better results. This concept is easy to say yet difficult to do.   When the demands of your job and request from your customers increase how do you respond?  If your natural response is to just put in more time and effort you need to read on.

The Problem

Customers are becoming more demanding and management is always asking you to give 110% . You put out the effort but the results don’t reflect it and your job never seems to be done. If this how you feel then you could be caught in the activity trap.

Many times sales people get caught in the activity trap.  They find themselves running from sales call to sales call without showing much in return.  It seems like the harder they work the less effective they become. Emails, texts and calls from impatient customers never seems to end.

The Solution

If you are or think you are in the activity trap, then you need to step back and ask yourself these 6 questions.  Your answers should provide the focus you need to get back on the Right Track.

1. Are you calling on the right customers? The one’s who have the ability and interest to buy now.
2. Are your talking to the right person? The person who can say “yes” and “no”.
3. Are you presenting the right solution? Your solution is unique in solving the customer’s problem or addressing a need.
4. Are you presenting the right price? There is clear value established.
5. Are you presenting the right reasons to buy? You’ve uncovered the customer’s emotional and stated needs.
6. Is this the right time for your solution? Internal and external barriers have been identified and removed.

Your honest answers should provide you with the focus needed to get you back on the Right Track. By periodically asking yourself these questions you ensure that you work smarter and not harder.