Published On: Tue, Apr 11th, 2017
Business | Brian Pittman, Editor

5 Things Ridiculously Successful Sales Professionals Do That You’re Probably Not Doing [Sales Hack]

Taking the time to stop and think about your efficiency is something we rarely do in the workplace. We’ve all had those moments where we feel “there aren’t enough hours in the day”. Successful people aren’t living in a parallel universe with added time, they MAXIMIZE their productivity so they can spend more hours doing what they want.

5-sales-hacksBusinessmen and women spend these ‘extra’ hours with family and loved ones, relaxing, learning a new skill, or even to get ahead at work. Now, who wouldn’t want that?

 “Progress isn’t made by early risers. It’s made by lazy men trying to find easier ways to do something.”

– Robert A. Heinlein

1. KYC and Keep it Short. Maximize your valuable time with prospects. When you have a client or prospect commitment to meet it’s important to stop going through the motions, do your homework ahead of time and bring a personal touch to the discussion. Prospects expect you to understand their business and apps like Accompany are making it easier and easier to KYC or know your customer or prospect before you meet them. Also, most meetings are scheduled for either an hour or 30 minutes. Think about requesting 20 minutes or 45 minutes of their time. If the meeting runs over (which it mostly likely will) that’s great but busy people are more willing to accept shorter meetings and it’s something your competitors aren’t doing!

2. Tear up to-do lists. Most people live and die by their to-do lists. Instead, schedule everything on your calendar – it turns out that only 41%of items on to-do lists ever actually gets done leading to more busy work the next day. This leads to something called the Zeigarnik effect – people remember uncompleted or interrupted tasks better than completed tasks. This can lead to stress caused by inefficiency. Highly productive people put everything on their calendar and generally only touch something once or twice (at the most) and it’s off of their desk.

3. Get Out of the Office. Nothing can take the place of face-to-face client interaction. In fact, 96% of professionals said that face time is the most important part of developing and maintaining strong relationships (2016, Results Direct). It’s crucial to choose memorable outings like sporting events or concerts as opposed to the status quo coffee or lunch. The key is efficiency – don’t search endlessly online for the perfect seats and waste valuable time for you, your team or your administrative staff. Companies like ReplyBuy (Premier Program) are acting as a personal concierge saving sales professionals time and energy.

“Efficiency is doing things right; effectiveness is doing the right things.”

– Peter Drucker

4. Quit Throwing Darts.Start prospecting with power and eliminate the shotgun approach. Sales professionals now have more strategic resources and information at their disposal to navigate the sales process than ever before. Online tools such as Charlie App scan hundreds of resources to provide a concise summary of anyone you are meeting with.

5. Stop Email Hell. Crazy successful people don’t ‘check’ their e-mail throughout the day. They don’t respond to each vibration or notification to see who has pinged into their inbox. Instead, they schedule the time to process their emails quickly and efficiently and keep it disciplined with few exceptions. For some, that might only be once a day; for others, it’s morning, noon, and night or blocking off specific times on their calendar.

 

Sales Hack Resources Mentioned:

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