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Sales Big Picture - Top Salespeople Know Their Personal Best Time and How to Energize

Written by: Patricia Weber

Article Overview: Salespeople can whine, “I don’t have enough time to write a thank you note all the time.” “This prospect is so demanding.” “So many customers and things to do in so little time.” There are at least three strategic pieces to increase both understanding and actions in the buying and selling process, with time and energy management being as individual to each salesperson as a car is to its owner. It’s the strategy that maintains the whole performance.

Sales Big Picture - Top Salespeople Know Their Personal Best Time and How to Energize

The salesperson’s strategy for sales results goes beyond a passion to “get the sale.” The heart of effective and easier selling is filled with a desire to be of help to the customer. The sales attraction strategy hinges on dissipating and minimizing limiting beliefs. Once those are out of the picture, then marketing, prospecting and selling have a monumentally greater chance of success. The sales effectiveness strategy is usually the main focus to many salespeople thriving on the art and the skills. Yes, this is crucial. No, it’s not the entire picture. Step back and see the third strategy, time and energy management. This is the one place to focus your attention on yourself. It’s where you will be able to accelerate, find ease, and the desire to act on the necessity of attraction and effectiveness.

The individuality of time and energy management:

1. Procrastination plagues the best of salespeople in either the delivery a proposal, or preparation of a proposal, and most often the follow up. The time of procrastination could be well positioned when your energy is negative or low, but procrastination must be overcome to get sales results. What do you procrastinate most about in sales? Break that action into smaller steps and just get started.

2. Identify, clarify and prioritize your values. Life isn’t all work and work isn’t all there is to life. Does your hair grow on business time? Do you think, even talk about that “hot prospect” over dinner? When you are clear on your values, you’ll know when it’s most appropriate to act on the next most important thing. That could be to take your son to his soccer game or it could be to write a thank you note to a new customer. Your values will give you your personal best guidance.

3. Build and check rapport often throughout your relationship. Even if your sales cycle is a year or longer, take time to manage your relationship in a way that is enjoyable and effective for you as well as being well received by your prospect.

4. Deal with negative people in your life. Key with negative people, those energy vampires, is to let go of control or need to change them. When it comes to negative people, give up even the smallest inkling to change them. If you can’t avoid a negative person, even if it’s your spouse, Dr. Dorothy M. Neddermeyer reminded people on one of my teleclasses to envision ourselves being protected or shielded from someone else’s negativity, however that looks and feels to us. This helps to deflect someone else’s negativity. Another strategy is to protect yourself with some humor or laughter.

5. Find some kind of release technique that you will love to do to reduce negative energy. It may be as simple as kick boxing or walking. It may be meditation, or even in the realm of the Sedona Technique, or Emotional Freedom Technique. Find a few techniques that work for you. A business coach can also help you discover the most effective one for you as this is such a personal area. Then schedule a daily time for it.

6. Know your strengths and weaknesses in all areas of time management including your attitude toward time, goal setting, prioritizing, planning and scheduling, to unplanned interruptions, meeting management, handling email and paper, delegation, and of course, procrastination.

Your sales attraction and sales effectiveness can hum along just fine with few bumps in the road. A regular maintenance routine can maintain a full tank of prospects and new clients. The pivotal time to focus on yourself with time and energy management is not when the road becomes difficult to make the turns, but at the first sign of a bump. And at that first sign of a bump it’s time to use your personally identified values and goals as guideposts to speed ahead, slow down or stay the course. When you feel good about you and your actions, you infuse the attraction and effectiveness strategies with a success acceleration.

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Article Tags: business time, desire, energy management, guidance, heart, hinges, hot prospect, individuality, passion, procrastination, proposal, relationship, sales effectiveness, salespeople, salesperson, smaller steps, soccer game



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