- Do you find that you just never have
enough time for sales?
So many salespeople are constantly pressed for time,
and yet top performers
are managing their time in certain ways
that allows them to spend more time on sales
and less time on everything else.
It really does come down
to effective time management strategies.
In this video, I'm going to show you
six time management tips for sales
to close more deals.
Check it out.
(cards flipping)
Number one, jealously guard your time.
Your time is your most valuable resource in sales,
and yet so many salespeople are spending tons of time
doing things that are not really leading to sales.
They're helping out with operational issues,
they're helping out with client issues
that could easily be solved by someone else.
They are very frivolous
around understanding how they're spending their time,
and so top performing reps jealously guard their time.
They understand that their hourly rate to their organization
is really high.
You're worth a lot of money to your organization,
and you're worth a lot of money
to your own earning capacity.
You need to focus only on sales
so jealously guard that time.
Number two, if it doesn't make you money, don't do it.
This basically means say no a lot.
If something comes across your desk
that you are supposed to do
but it's not making you money, say no.
Get very comfortable telling people no.
Now obviously, if you have a great prospect
and you need to do something for them,
then that's something that you do
because that does make you money,
but everything else, don't do it.
If it's an operational issue,
pass it off to someone else.
If it's a customer issue that can be dealt by someone else,
pass it off.
You want to only do things
that are actually making you money.
Now, there of course are situations
where a client needs your help,
and it's an important client relationship
where you can really develop
and you can go deeper in that relationship,
of course, that makes you money.
But anything that doesn't make you money,
do not do it.
It is so critical that we get militant
about how we're spending our time,
and one of the ways to do that
is to almost become a bit of a jerk
when it comes to doing things
that are not sales related.
Only do sales related tasks,
everything else, do not do it.
Number three, have a VA for the menial.
This means have a virtual assistant
for anything that is not sales related.
There are going to be moments
when you have to do a lot of research
on a particular customer,
or you're going to have to do something
that's just, you know,
it's the thing that you kinda have to do,
but you know it doesn't make you money.
You could outsource that to a virtual assistant.
Even if you're a salesperson working at an organization,
you can find a virtual assistant online
who will do menial tasks for you
at a very low rate.
And so what you wanna do is just simply Google
for virtual assistants,
and you will find a wealth of websites
that will help you connect
with potential virtual assistants
who will do that menial work for you.
What you want to do is make sure
that you have a consistent flow of tasks for them
that they can perform on a regular basis.
And start with really easy stuff,
but, once you have them up and running,
they can really start to respond
to key issues that you have,
and then you don't have to do that.
You can focus all of your time
on sales related activity.
That is what makes you money.
Everything else, you need to outsource.
Number four, disqualify the rabble.
This is pretty controversial when it comes to sales,
but we need to be quick to disqualify people
that are not a fit,
and particularly those low-level prospects.
We refer to them in our business as the rabble.
Get away from them.
It's not worth your time.
Only focus your time on solid prospects.
Be willing to disqualify everyone else.
Now it doesn't mean that you have to be a jerk
to those people,
but you simply just move on from them.
And you just let them know,
"You know what, based on our conversation,
"I'm getting the sense
"that I'm probably not the best person to help you.
"I'd be willing to refer you to some people
"that I think would be a better fit,
"but I can tell you right now,
"this conversation is probably not going to be the best fit.
"That sound fair?"
They're gonna say, "Of course, that's totally fine.
"I'd really appreciate a referral
"to someone that you do think would be a good fit."
And then you move the hell on.
Disqualify the rabble as quickly as possible.
Only focus on those best opportunities.
That is how we free up our time
to really focus on those opportunities
that actually matter.
Number five, don't give away proposals.
There are so many salespeople out there
who are doing some version of,
"Would it be okay if I put together a proposal for you
"to show you how we can help your business?"
And that is the kiss of death.
You only give proposals
to prospects who have earned a proposal.
Proposals take a lot of time and effort,
and you only want to spend that time and effort
on prospects that are actually worth that time and effort.
So don't give away proposals.
Instead, make sure that your prospects earn that proposal,
and this means to have a thorough discovery conversation
before you are giving that proposal.
And only give proposals to prospects
that are actually qualified to receive it.
By really making sure
that you're only giving proposals to qualified prospects,
you are going to save so much time.
Number six, go after A-prospects only.
By A-prospects I mean these are your best prospects.
Only attack those prospects.
Everyone else, don't worry about them.
Focus on the best prospects.
Now, to be clear,
this doesn't mean that you're just cherry picking
opportunities that come in.
If you get a solid opportunity, you take it.
But in terms of the opportunities
that you're really going after,
make sure that they're the best types of opportunities.
The top reps are focused on the best deals.
Only go after those absolute top opportunities,
and so that way you will free up your time
and make sure you're not wasting it
on B and C prospects.
So there are six time management tips for sales
to close more deals.
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