What's the biggest mistake a salesperson makes?
We asked that very question at our most recent webinar, and only 15% of those polled chose the right answer. What do you think the biggest mistake is?
1. Prospecting any business rather than profitable business
2. Not asking for referrals
3. Failing to ask for the business
4. Time management
5.Talking too much during sales conversations.
The correct answer is number 4 - Time management . Time is money. By the way, 32% said it was talking too much, which was the most popular answer! Let me share these startling statistics with you. "The average person gets 1 interruption every 8 minutes, or approximately 7 an hour, or 50-60 per day. The average interruption takes 5 minutes, totaling about 4 hours or 50% of the average workday. 80% of those interruptions are typically rated as "little value" or "no value" creating approximately 3 hours of wasted time per day."
Dr. Donald E. Wetmore Productivity Institute
What does that mean to you? It means if you could work uninterrupted, you would only have to work half of your day!
Studies also show that 1 hour of planning can save 3 - 4 hours of working time. Do you take the time to plan your week in advance? Have you trained yourself to schedule time to make important sales calls to clients and prospects? And most importantly, have you determined what you are worth by calculating how much you need to sell in each hour your work, in order to meet your goals?
If we could only eliminate these unnecessary interruptions, we could spend more time on selling to our ideal profitable clients...or only work half of the time!
Either way, if you are interested in working smarter, selling smarter and not harder, the CPSA Professional Selling or the Sales Revolution programs are great investments of both your time and money to plan your sales strategies.
Strategist, Speaker & Coach
Teneo Results Inc. |
