One of the biggest barriers for most sales people is
time management.
The most scarce resource for any sales person is
their time.
Thus, how we manage our time on a day-to-day basis
is that number one predictor of our sales success.
There's no more important part of a puzzle
to being successful in sales.
We must be masters of our own time.
In this video, I'm going to show you
five easy techniques to improve your time management.
Check it out.
Number one, start saying no all the time.
We so often think about
what we should be doing with our time,
but what if we flip it and
think about what shouldn't we be doing with our time.
We constantly feel pressure from different sources
to say yes to different tasks.
But in reality,
those are just time-sucks.
Moving forward,
get really good at telling people no.
You can say no in a nice way, by the way.
But be sure that you say no often
to requests that aren't making you money.
And that's the key issue to ask yourself.
Is saying yes to this request going to make me more money?
If not, then say no.
Number two,
disqualify tire-kickers.
We've all been taught that we need to persuade
prospects to do business with us,
to convince people that what we sell
will have a positive impact
on their lives or their business.
But that is old-school crap.
What we need to do at the beginning of the sales process
is to disqualify people who aren't willing to buy from us.
And, you know what?
At least 50 percent of the initial prospects
are never going to do business with you.
Get comfortable with that.
Own that number.
By removing those people off your plate right away,
you're going to be more efficient with your time
and save yourself a lot of headache
with those tire-kickers.
Number three, go after bigger opportunities.
The number one difference between
top sales people and
the vast majority of folks in the middle
is not the number of sales that they actually close.
In fact, the number of sales that top performers close
is usually pretty similar to
the number of sales that middle performers close, as well.
The biggest difference is the size of the sales.
Top performers close bigger deals
and, as a result,
can make five and even ten times greater commission.
It's time to stop going after
those little sales.
Instead, focus on those big opportunities.
Number four, outsource all operations.
Stop doing operations.
I will repeat that.
Stop doing operations.
Top sales people that I work with
make anywhere from 200,000 to over a million dollars a year.
And the best operations people I've ever met
are only making
about 180,000 to maybe 200,000 dollars a year
at very successful companies.
And there's a reason for that.
Top sales people are gold.
They're the rainmakers.
Operations people are everywhere.
You should not be doing operations in your position.
You want to spend 100 percent of your time
focused on selling and generating revenue.
If you're not,
then rethink your position.
Offload all of your operational responsibility
on someone else,
so that way,
you can focus your time on selling.
Number five, have your top three objectives.
One of my mentors used to always say that
we all have 50 things that we need to do today.
Every single one of us.
The question is are you going to do
objectives one through three
or four through 50.
Now, most sales people don't prioritize
their most critical objectives,
so they end up spending the majority of their days
focused on that four through 50
or those less important objectives.
A top sales persons all know that
objectives one through three
are what they need to focus on exclusively
because that's what makes them money.
That means, I chose objectives four through 50
and put it on to someone else.
Focus on your top three objectives and nothing else.
And let me remind you,
objectives one through three
are going to be directly connected to generating revenue.
So, there are five easy techniques
to improve your time management.
I want to hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
And if you enjoyed this video,
then I have this awesome free ebook on
25 tips to crush your sales goal.
Just click right here
to get instant access to it.
Also, if you got some value,
please like this video below on YouTube
and be sure to subscribe to my YouTube channel
by clicking right here
on my little face
to get access to a new video, just like this one,
each week.
Until next week.