Effective Time Management
The largest time wasters in any business are those drop-in visits. If you want to recapture this time for business purposes, consider having stand up meetings.
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Creating relationships that result in people gladly working to assist you can be one of your most powerful time management strategies.
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“I do everything I can to make sure that each day is productive.” Do you really?
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If there is one phrase that should be banned, this is it.
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One of the great, and usually destructive, tales of business handed down from older salespeople to younger salespeople, is the burning of the midnight oil.
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To stop or change the conversation, you have to interrupt or redirect the thoughts. And, the most powerful tool to do that is a good question.
Read MoreBy Dave Kahle Q. How much time should you expect from a customer for an appointment? A. This is one of those many questions about sales issues for which the answer always begins with “It depends.” It depends, first of all, if this is a prospect (someone who has not purchased) or a regular customer (someone who buys regularly). Generally…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number two of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Two: Lack of thoughtfulness The typical…
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By Dave Kahle Adapted from Take Your Performance Up a Notch, Chapter 3, by Dave Kahle. Most sales people love to be active – out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of purgatory. Unfortunately,…
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By Dave Kahle Q. Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? A. This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls every night from customers. I think…
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