YOUR AVERAGE SPEED… in looking at some of the bells and whistles on my car recently I learned that my average speed is 43 km/h. Hmmm I thought, "That can't be true… that works out to less than 30 miles an hour! What about all that highway driving I do?" Of course the car was right and I was wrong. Much of the time when I'm driving I am sitting in traffic or stuck behind a slow moving truck. This got me thinking… there's a Sales Tip in here. How much time do Salespeople spend "stuck in traffic" and not moving very fast? Here's some examples…
STUCK IN TRAFFIC?
1. Using the first part of the day to get ready for the next part of the day
2. Working with prospects who are not ready to buy or are not motivated at all.
3. Getting bogged down on your computer… e-mails, social media, administrivia, etc.
4. Letting drama impact your work effort negatively
Here is your ACTION STEP…efficiency in Sales is getting more done in less time. This means you need to be doing more "highway driving" and spend less time in "gridlock" situations. Here are some ways to improve your average speed…
MOVING AT TOP SPEED?
1. Prequalifying your prospects better and most important of all… throw away the "time vampires"
2. Practice your skills regularly so that you are highly efficient when you're in front of customers
3. Healthy lifestyle… keep your energy at its best (your "car" runs better that way)
4. Work all the time that you work… example: get a Bluetooth in your car so you can make calls to customers while you're driving
5. Remember you are in Sales… close sooner + close more often + always ask for referrals
6. Know your numbers… what's your target for the month and how close are you right now?
7. Always be prospecting… have lots of new leads so you can get rid of the weak ones faster
It is unrealistic to expect that you will always be driving your Sales Business at "highway speeds". At the same time, there are two approaches you can take that will improve your Average Speed… #1. Do your best to reduce as many of the "Stuck in Traffic" activities as possible. Some of those things should be eliminated completely & #2. Do as many of the "Moving at Top Speed" activities during Prime Time. For example, set things up so you are driving faster in the mornings and then slower later in the day when your energy is not as high. Don't get caught doing low yield activities at the wrong time. The main thing is to improve your average speed. Slower drivers take longer to get there and sometimes they never even arrive! NO Excuses.