For the Busy Sales Professional, here are some key tips to good use of time during your sales day. Most importantly, if you're booked with appointments in a given day, don't necessarily treat every appointment with the same sense of urgency. Use the following tips to prioritize and manage your time:
Tip 1- Determine if you are dealing with the ultimate decision maker. Don't spend hours dealing with a person who doesn't make the decisions. Spend your time wisely. Find out what it will take to get an appointment with the person who will make the buying decision.
Tip 2 - Understand your prospect's buying process. Example: Don't try to close someone on the first call if the customer is getting three estimates and you are number two.
Tip 3 - Understand how to build a referral network; referrals close at a higher rate.
More time-management resources here.
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