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The 'Being Efficient' Myth In Sales

Written by: Virden Thornton

Article Overview: You need to take time to soften a decision-maker with appointment confirmation notes and telephone calls. Also, a series of direct mail softening letters, faxes, e-mails and endorsement letters need to be sent before and after a sales presentation to reinforce the benefits that you have demonstrated.

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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.

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Home > Sales > Virden Thornton > The Being Efficient Myth In Sales
Article Tags: clerical activities, cutting corners, decision makers, effective research, effective selling, efficiency, efficient use, impressions, period of time, prospective customer, sales success, service industry professionals, successful selling, universities

About the Author: Virden Thornton
RSS for Virden's articles - Visit Virden's website

VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to http://www.TheSellingEdge.com/book1.htm Note: You can contact Virden at virden@TheSellingEdge.com. You can also see an expanded biography at: http://www.TheSellingEdge.com/bio.htm

Click here to visit Virden's website Dashed Line

More from Virden Thornton
Top Sales Professionals Ask The Right Questions
The Being Efficient Myth In Sales
The Added Value Is YOU
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When Selling Keep It Simple Stupid


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