Got, Got, Got, Got No Time? - Short Attention Span Sales Tip
"I simply do not have enough time" is a commonly heard statement in the world of ... well ... just about everything. For example, ask a sales rep why something didn’t get done (prospecting, order entry, follow up ...) and those seven words are likely to follow.*
The day begins with good intentions:
- Calls are returned;
- Orders are entered;
- Meetings are held…
... or at least that was the plan. In reality, what happens is that a phone call interrupts everything and the day takes a turn in an unintended direction. It’s a client with a request: When will my job be ready? You stop what you were doing, chase down the Scheduler (who was in a meeting, so you had to wait 5 minutes outside the door) to get an answer, go to shipping and ask for a tracking number, and then return to your desk to return the call, only to find that the client was not available so you will have to call back. Good customer service? Absolutely! But ...
Here’s the thing: That call didn’t have to ruin your plans. You let it happen that way.
While it is true that the days can fly by, we can still deploy a little strategy to find some time to ourselves. Let’s back that call up:
The client calls and you have the Do Not Disturb button on, causing it to go to voicemail. They hear, "Hi, this is Bill Farquharson. Today is Tuesday, October 17. I will be unavailable until 9:30 a.m. this morning. If you need immediate assistance, hit "0" and ask for Kelly. If it can wait until 9:30, I will call you back so please leave a message."
What this does is it carves out time in your day to get done what YOU want to get done. And in 99.99% of the time, you will not be interrupted (the .01% belonging to your offspring and/or family members who feel the rules do not apply to them).
By giving the caller relevant and accurate information - day, date, and expectations for a return call - you’ve set yourself up for success, all because you changed priorities and didn’t automatically assume every client request is important. That request probably could have waited until 9:30, as most things will. In the meantime, make some calls!
*In truth, they do have time. We all have time. It’s just that we make different choices on how to use it. So, a more accurate and truthful statement would be: “I decided not to use my time to do those things. I did other things.” Just sayin' ...
The video version of this sales tip goes into more detail. You can find it on my YouTube channel: www.youtube.com/c/BillFarquharson
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