How to Sell with Limited Time
I often hear from the “part-time” sales rep who is looking to carve out a couple of hours each day and break into sales. Perhaps this is a CSR or a Sales Assistant who must straddle two worlds as they transition into becoming an outside salesperson. This is the Reader’s Digest advice that I typically give:
- Spend 30 minutes at day’s end planning all prospecting activities for the next morning.
- Spend 90 minutes first thing enacting the plan.
By getting the selling done first thing in the morning, the rest of the day can be spent on your other tasks. Let’s say you arrive at 8:30 a.m. and you engage in selling activities until 10 a.m. Most everything can wait until then. In fact, you could even change your outgoing voicemail message to indicate that yes, you are in the office and that you will be tied up until 10 a.m. Trust me, the only people who will interrupt you are your children because they think the rules don’t apply to them.
Time spent at the end of the day can include following up on anything sales-related that has happened since that morning, as well as to prepare for the next day. It would be ideal to be out there full-time but this arrangement is the next best thing.
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Bill Farquharson can be reached at (781) 934-7036 or firstname.lastname@example.org