What helps us dissect what we occupy our time? It serves us well because we can determine how we can improve. For example, a study that made Mike Vance at Walt Disney discovered that was making an inefficient use of time. Disneyland was open only five days a week and three of them just half a day. From this study, she was born the idea of using the other times that Disneyland was closed. They created the Mickey Mouse Club then allowed young people to celebrate their graduation in the park and income multiplied. All for consider how to make better use of time.
The law Hourglass
Apply the law of hourglass given by Todd Duncan in his book: Sales of High Reliability. The way you use the time, differentiate it from the rest. Play a valuable leads to the next. In short: “to win in the game of sales, to achieve more sales you lose to win more confidence than stops to win, you must learn to exploit the sands of time. Once you have conducted a study that determines how you spend your time. Determine now what activities are most important.
80/20 law postulates that 20% of your time is responsible for 80% of sales producing activities. Similarly, 20% of its sales activities usually generate 80% of your results. Therefore, identify this 20% 80% trivial vital to pursue these efforts that really worth taking the time. Its success depends on a better approach to productivity.
The law of the three
Now let me help you identify sales activities belonging to group 20% am vital. These activities are three (remember, therefore called the law of the three): prospecting, presenting and closing. These three activities account for over 90% of their income. No matter what your product, the only activities that determine their income in sales are prospecting, presentations and closures.
The law of two minutes
What to do with the other activities that are within 80% trivial Fast run them, you do not take too long. Adopt the rule of David Allen: any activity that does not remove more than two minutes, do them at that time. So you can focus on what you know best do sell. Now that you know the laws of time management in sales, I invite you to implement the suggestions mentioned in the article.