The 'Being Efficient' Myth In Sales
Although successful selling requires a level of efficiency to put you in front of as many decision-makers as possible, in the shortest period of time, being efficient in sales is not always effective!
Research into effective selling by several major Universities suggests that it can take as many as nine to twelve impressions about a product or service depending on the industry, before a prospective customer or client will make a buying decision. Therefore,
Too often, no other impressions are made except the sales call, simply because these tools seem to be too much work and take time to produce and send. But these clerical activities, although in the minds of many sales and service industry professionals are not an efficient use of their time, can significantly increase your levels of sales success. Many sales and service industry professionals lose sales just by cutting corners and trying to be efficient.
Remember "being efficient" in sales is not always effective.