Protect Your Precious Time
By Jack Kasel
- Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”
- Make a list of the “Gotta Do’s”… and then do them
- Evaluate your “opportunity cost” to maximize the investment of your time
- Ask the right questions to eliminate prospects that aren’t going anywhere
Play The Sales Brew:
By Jack Kasel, Sales Development Expert, Anthony Cole Training Group
In April 1970, the first official Earth Day was held with the intent of raising the awareness of protecting our natural resources. As salespeople, we need to be constantly protecting one of our most precious natural resources – our time.
When I’m working with sales people, one question I generally ask is this: “What do you need to improve so you can be a better professional?” A common response is Time Management. I get a chuckle out of that because, just like the Tracy Lawrence song “Time Marches On”, time indeed does march on. Each day at 12 midnight, we get 24 more hours and it will “march on” regardless of how we try to manage it. We can’t manage it, but we can maximize and protect how we spend that precious resource. Here is the basic question I have people ask themselves: “Is what I’m doing right now helping me become a better person and sales professional?” Make a list of the “Gotta Do’s” and then do them. Some of those tasks include making calls, expanding your network, getting introductions, reading something to improve your skills, and sometimes, it means having a cup of coffee with an old friend.
When I was in the leadership position with a transportation company, I told my people to be aware of their “Opportunity Cost”. The point I was trying to make is, whatever you are doing right now, it’s at the cost of doing something else. So, make sure what you’re doing right now is maximizing the investment of your time.
One of the biggest time wasters I see salespeople do is working with prospects that just aren’t going to do anything. How do you avoid that? By asking lots of questions to determine if you really have a prospect. Ask: Is that a problem? Do you NEED to (not want to) but need to fix it? Do you need to fix it NOW?
So, in April 2015, I ask you to jealously, and with great zeal, protect your most valuable resource – your time. Someone out there needs what you do; go find them.