By Dave J. Kahle
The common salesclerk this present day is crushed, trapped in a chaotic, pressure-filled atmosphere with an excessive amount of to do and never adequate time to do it. Salespeople need assistance! This ebook presents it. Dave Kahle contends that clever time administration isn't approximately cramming extra job into each one hour; yet approximately attaining higher leads to that hour. The content material has been honed in 1000's of seminars and subtle via the perceptions and studies of hundreds of thousands of salespeople. 10 secrets and techniques of Time administration for Salespeople presents robust, sensible insights and concepts that truly paintings, together with hundreds and hundreds of particular, sensible, powerful time administration suggestions from dozens of salespeople who're at the "front traces" each day. the writer, Dave Kahle, has been the number-one shop clerk within the kingdom for 2 diverse businesses in detailed industries. he is offered seminars through the international, released greater than four hundred articles, and authored 3 books and 32 multimedia education courses.
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Additional info for 10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count
Start with a list It’s the dreaded blank piece of paper. You are going to fill it with answers to different questions. Work through them methodically. 1. What people do you value? 2. What ideas or movements are important to you? 3. What behaviors do you respect? 4. What character qualities do you admire? 5. What irritates you about other people or situations? Those things that bother you are usually the absence of something you value. For example, if a rude person irritates you, it’s because you value politeness.
How would you take this idea of “customers” and break it down into its component parts? This is where it becomes a bit more complicated. We need to decide what criteria to use. You could break them down by the criterion of type. For example, of the 100 customers you have, 20 are retailers, 35 are contractors, and 45 are OEM manufacturers. Or you could choose to break them down using the criterion of size. Of those same 100 customers, 10 have less than 20 employees, 50 have between 21 and 50, 20 have between 51 and 75, and 20 have more than 76 employees.
Only now you use it on a mental object. The sledgehammer is the criterion you use, and the act of swinging the sledgehammer is the actual process of applying that criterion to your object. The easiest way to do this is to memorize and apply two questions. The answer to the first question forms the sledgehammer. ” Answer that, and you have the sledgehammer in your hands. p65 60 10/28/02, 12:04 PM Think Right! ” When you do that, you swing the sledgehammer and smack the object you are analyzing. Let’s practice.