Myth #37: Sales Professionals Arrive On Time

Eliminating Sales Myths

Myth #37: Sales Professionals Arrive On Time

Truth: Sales Professionals Arrive Early

MYTH: Salespeople arrive on time

TRUTH: There are two times for sales professionals: Early and Late

Salespeople know - or have learned the hard way - that making every attempt to show up on time for an appointment can cause them to be late. There are too many unforeseeable events that can slow us down or interfere with our plans.

True sales professionals plan the timing of their calls with two objectives:

Arrive early
Have a productive activity to occupy the extra time

My goal is fifteen minutes early - you may choose another number. With the quality of GPS and traffic information available on my smart phone, I start with the meeting time, back that up fifteen minutes, and then add fifteen minutes to whatever the GPS predicts the trip will take. I'm rarely late when using this process and I have the client's number programmed on my phone just in case I need to call them.

Do I arrive early? Of course - and occasionally with a lot of time on my hands. And, I am prepared. The list of things I can do during that time is prioritized based on the available minutes and the time of day. With today's technology you can send emails, make phone calls, create proposals and many other activities can be accomplished using this time effectively.

HINT: Driving to the appointment, think about something on your list instead of listening to the radio. When you arrive early, you can download all of those good ideas. It is a lot better than reading a months-old magazine in the client's lobby, isn't it?

BTW: I wrote my second book, "Never Take Money From A Stranger", while on jury duty. Talk about down time!

How Can I Help?

You are not alone in trying to find the right resources for your sales team. It's tough. Why not begin by contacting me - it's free and easy. I refer many of my inquiries to others so if I'm not the right person for you I mayb know who is.

How Can I Help?

Speaking - Need a speaker for your conference? More than 3500 speaking Chuck folded engagements have taught me how to structure a presentation that will meet your objectives. As a member of the Speaker Hall of Fame (my name appears right after Ronald Reagan), you can be sure your presentation will be solid.

Training - When you need sales training, let me know. From half-day to multi-day to ongoing sessions, you and I can develop and deliver to your sales team the specific training they need. Also, I incorporate the latest concepts, processes and technologies in my training and support materials.

Automation - Have you considered using online sales training for you and for your channel partners? It is a great way to keep your salespeople and the others who represent you in the marketplace on the same page. Also, we can develop tools, like calculators and profiles that will make it faster and easier to convince prospects to buy from you - even with your higher price points.

Consulting - I can help you with sales consulting for revamping your organization, developing effective compensation and incentive programs, developing your salespeople and sales leaders and other aspects of sales. I even function as the interim Chief Sales Officer for some clients. When you need a broader approach, to include operations, finance and marketing, bring in the Rising Tide Group. We work together seamlessly and you receive the same type of in-depth, and coordinated consulting you would expect from one of the larger firms. The differences in using Rising Tide include the fact that you will have a street-seasoned, real world team (no cookie-cutter approaches) and we expect to be paid when you succeed.

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Who Uses SaleSSuiteS?

A multi-national Fortune 100 company in the transportation sector needed advanced value-based sales training to supplement their technical and product training. They chose SaleSSuiteS over some of the top providers. Their reasons: 1) Content quality 2) Sophistication 3) Ease of integration

4) Customer service from SaleSSuiteS

A mid-stage software company had consumed the low-hanging fruit and were staring at an empty calendar and a dry funnel. SaleSSuiteS "put the things we needed to do in the right order." They were five-for-five on their next calls. And the funnel?"You should see my accounts now!"

18% of SaleSSuiteS users are outside of the United States. They're learning to "sell the American way" and include salespeople in China and other countries who have traditionally sold on price.

Shouldn't you be using SaleSSuiteS to increase your sales sucess?

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