What Is Your Net Selling Time?
Research shows that most people put 80 to 90 percent of their time presenting and demonstrating their products and services to others. After all, that’s the most enjoyable part of doing business.
The problem with this is that it only leaves 10 to 20 percent of time for other things. And sales guru Tom Hopkins says, “champions on the other hand, spend only 40 percent of their time presenting or demonstrating, and no more than 10 percent prospecting”. He goes on to say, “some champions spend no time at all prospecting because referrals keep them busy”.
Let’s also be clear on what he means by ‘champions’. When he refers to ‘champions’, he means the top 10 percent of the sales force in terms of income and production, and also that they have made training and techniques an important part of their success.
Where do they spend the rest of their time?
They spend about 50 percent of their time working on the vital areas of qualifying and planning. This totals up to their net selling time – that is, the total amount of working time remaining after the trade shows and company meetings are attended, the routine paperwork is done and the old accounts are serviced.
What does this mean?
Well, it means that the champions spend half as much time demonstrating and presenting as the average salesperson does, yet the champion still manages to turn in at least twice the volume – actually it’s a lot more than that, it’s between four and ten times as much as the average sales person will.
What is this huge difference but down to?
Well, it’s not to do with their confidence in presenting or demonstrating. It is however to do with the champions attention to and ability to planning sales, at selecting and qualifying the right people to sell to, at overcoming objections, closing, and at deserving and obtaining referrals.
ALL are vital – you must be competent in all major areas of selling before you can realize your full potential and become a champion sales person.
So, where do you spend most of your time in your business?
How are your planning skills?
What is your strategy for selecting and qualifying the right people to sell to?
How skilled are you at overcoming objections?
How deserving are you?
How many referrals do you receive?
How many referrals do you give to others?
If you’re not making the sales you want to then something has to change. And a great starting point is where champion sales people spend a majority of their time. They are constantly mastering training and sales techniques to become successful.
Article: By Wendy Howard. Visit www.spiritofvenus.co.uk and view our powerful sales programme G.R.O.W. Giant Results, Opportunities and Wealth.