One of the most time consuming portions of any sales personas day is the follow up time spent with clients or customers. The most common complaint of any sales person is that they would like to earn more money by spending less time with clients.
Most sales jobs are categorized by commission pay, meaning that more sales is beneficial to making more money. If you spend a lot of time with one customer that does not end up buying anything results in a large loss of time. This wasted time could have been spent with other prospects or leads. When your sales impact what you are paid, building enough sales is always crucial.
If you have been in the sales industry for very long, then you probably have numerous marketing strategies that have been successful for you. One of these strategies should be how to minimize follow up time with customers. This does not mean that your quality of work will be any less efficient and it does not mean that you should provide poor customer service. An efficient strategy will allow you to get the same amount of results in a shorter time period.
Even the most friendly and outspoken salespeople do not spend their whole day chitchatting with prospective customers who they know will not work out. One part of learning how to minimize your time with customers while still getting results is to figure out the clues that will show that negotiations for a contract are in the future.
Usually, with experience you can watch for body signals that can tell you how to judge what the customer is thinking. Once you learn how to read the client a little better, you can apply this to your sales strategy. Being able to tell what the client is thinking, will help you spend you energy elsewhere if you are able to tell where the conversation is going.
If you have used lead generation software, you know that it can be a useful tool in a sales strategy. However, what it does not do is think for you. Smart and educated decisions are key to spending your time economically, and to do this you need experience and training.
What this all means is taking a page out of the book of successful and wealthy people in the sales business. The most successful sales people tend to be the ones that move the most of whatever it is they sell. Volume is key, and the key to volume is efficiency.
The benefits are endless once you learn how to spend less time following up with potential clients. You will probably discover hidden sales skills that you never knew you had. By using well exercised marketing strategies that include spending less time on the sale, you will be able to make more sales in a shorter time period.
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