There's trouble ahead when you do non-paytime activities (reading your favourite blog or online networking site, playing video games, posting blogs during paytime hours (the hours of 0830-1830h hours weekdays are paytime for most of us). There's trouble ahead if you spend your time servicing non-prospects who never intend to buy from you but you think that by being nice, answering their questions, giving them all the free consulting they could want .... you might secure some business eventually.
You don't need me to tell you what I've done to waste time. But may I suggest you invest 5 minutes to become aware of just how much time YOU DO waste. If you look back at last week how much time did you waste? Did you move pens, shuffle papers to avoid making that difficult phone call? Did you clean the oven rather than cold call? Did you do your expenses rather than set up a meeting with a prospect? I don't suppose you've ever found yourself calling someone who never says "no" to you, is always nice and sounds interested, maybe even asks you to send information .... in preference to taking the risk that a genuine prospect will say "no thanks".
If you were honest with yourself, how much time did you really spend on highly productive activity that moved your business forwards? When I do this exercise with my clients, most tell me that they're spending less than 35% of their paytime involved in paytime activities (productive activities that move their business forwards).
If you calculate how much business you do with your current level of timewasting, imagine how much business you could write if you were 10%, 20% or 30% more productive you can be by disciplining yourself to do your non-paytime activities during non-paytime hours. Can you commit to not using Ecademy during the daytime for three days in the week, maybe 4? Can you commit to writing your marketing plan after 6pm? Can you do your expenses after putting the kids to bed? Can you not watch that 9am episode of Bewitched and make a cold call instead?
There is trouble ahead for those who don't use their paytime hours for paytime activities. You know it. Make a decision to be productive and stay the right side of the trouble line.
(C) Copyright Sandler Sales Institute 2006 Happy selling!
Regards Marcus Cauchi Managing Director S.A.L.T. (Europe) Ltd Sandler Sales Institute, 180◦ From Traditional Sales Training©
Sandler Sales Institute® - Licensed Franchisee Guerrilla Marketing® - Licensed Master Practitioners Mob +44 (0) 7876 616 983 Tel 0845 458 1237 London1.Sandler.com
Sales Training London: Are You Staying The Right Side of the Trouble Line - To learn more about this author, visit Marcus Cauchi's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 Sales Training London: Are You Staying The Right Side of the Trouble Line
|
| |
What's the Trouble Line? There is no clocking in or out in sales but Time is finite and unrecoverable. Use it or lose it. Hit your targets for profitability and then spend the rest of the year playing golf, watching...
|
|
Be It Resolved, Analysts are Worthless
|
| |
 The following email from the head of global equity research at HSBC (my long-ago employer) to London analysts is being called, at least in the U.K., crass and demotivating. I have to confess, I don't actually find ...
|
|
How to Take Good Notes
|
| |
When a conversation is moving fast over the phone it becomes critical that you are able to take good notes. This means the name, title (get it exact), extension, email, fax, assistant, backups, peers and subordinate...
|
|
HR and Courage
|
| |
You don't often find the words courage and HR in the same sentence. Here's why you should and how to make it happen.
|
|
Sales Training London: A Blatant Sales Pitch
|
| |
Traditional sales teaches you to qualify, present your features and benefits, trial close, close often and finish off with a professional proposal.
This article disputes the very core of traditional selling and m...
|
|
|
Marcus Cauchi
(Visit Marcus's Website)
Marcus Cauchi is London's first licensed
Sandler sales trainer. 19 years in direct
sales, he's sold physical products,
services and intangibles with varied
success. Over 16 years he left behind over
£56 million in deals he could have won,
but did because he didn't know any
better. He thought you had to qualify for
needs, present the benefits of your
solution, trial close, follow up with a
proposal or further information and the
close. He learned the hard way that when
you "pitch" a prospect lies to protect
himself. When you present and answer his
questions, he'll steal your ideas. When
you close, he'll mislead you or defer to
a higher authority (boss, wife, CFO) and
then when he's got you to document in
writing (proposals) and give away your
confidential pricing, he'll shop that
around your competitors to get the best
deal. When you follow up for a decision,
he'll give you unlimited access to his
voicemail and hide. Marcus teaches
counter intuitive selling. Average clients
increase revenues by 100-1100% in a year.
He's probably not for you though as it's
difficult and expensive.
|
|
 |
|
|
Marcus Cauchi's
Complete
List Of
Sales
Articles
|
|
|
If you enjoyed this article, get Marcus Cauchi's Complete List of Sales Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
