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Time Management Tip

Pressure yourself

In life you react to two types of pressures: External and Internal. External are those put upon you by your boss, your spouse, and the world around you. Internal pressures are those put on you by yourself. Typically, we react and respond more to external pressures, however, we are the only ones who can really pressure ourselves to do anything. In reality, a response to external pressure is an internal pressure to respond to those external pressures. So why not put a little extra pressure on yourself to get going and do what you need to do.  Time management is all about doing the most important things, so put pressure on yourself to get the most important things done.  Then, everything else falls into place.

Click here to download a free time grid to plan and account for your work week!

Don't be too emotional...

Sometimes you win some.  Sometimes you lose some. That is the name of the game. In the end, the goal is to win as many as you can. But the reality is that in the game of sales chances are your success ratio will be less than 40%. If you are really good, maybe 50 or 60%.

As much as I promote personal development and getting in "sales" shape by reading, listening to audio tapes and attending seminars, one thing is for sure. Not everyone will buy. They won't buy for many reasons. It's not the right time, no budget, not the right product, not the right size company for your offering, they already bought from your competition, they don't like your product, they are prejudiced, they are jealous of your success...and so many more reasons it would take pages to list them all.

So as you face (and take) rejection, don't take it personal and don't let it get to you. Don't let the feeling of frustration and rejection get to you.  Instead, focus on the fact, that the more you get rejected and lose sales opportunities, the closer you are to getting a sale. The rejection is temporary. When rejected, take the perfect antidote:  review your success list, remind yourself how good you are and go see another prospect or client!

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Prepare for you sales presentation...

Nothing is more embarrassing than showing up to a meeting with a prospect or client and not being prepared. You know the feeling. You've done it many times. You get to the meeting and you try to pull out your product or service brochure or demo and it's not there. You smoothly transition to go along with whatever you find stuffed in your briefcase and wing it.  Not a good idea.

Preparation is the mark of the professional. The more prepared you are, the more confident you are. The more confident you are, the more calm and relaxed you will be, the more thorough you will be and the more likely you are to make a sale.

Do yourself and your company a favor.  Prepare for every sales presentation.  Do your pre-call research. Learn about the clients business, industry, competition, current and past marketing efforts and any other information you can possibly dig up. If you know what you are talking about, your clients will respect you and trust you. and the increases your chances for a sale.

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You are a sales person, not a presenter

You know the saying: "Ask and you shall receive." it is very true. Especially in the world of sales. Depending on what your expectations are, you will live up to them. So when visiting or meeting with a client, make sure that you decide ahead of time, what results you want or expect from the meeting.

If you think that you are going in for a sales presentation, that is exactly what you will transmit. You will act and respond in a manner that the client perceives and even expects that you do not want a commitment. These types of meeting usually result in the classics: "I have to think it over", "well consider it" or "we'll call you back."

However, if you have a mind set that you are going in to make a sale, your attitude and your expectations are different. The client perceives it and is more likely to respond in kind by giving you a yes or no. Either way you win. Knowing that the client has a final answer is better than being strung along thinking that you have a chance, when they really are not going to buy you.

Note: this does not mean be aggressive, pushy or obnoxious which are all turn-offs. Instead, act with the power of confident expectations.  You will be amazed at the results.

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