Time Management
Part 3
With Your Trainer
Joe Ellers
Beware the sales pitfalls
• I can’t make sales calls because…
• My customers don’t make appointments on
Monday morning/Friday afternoon/too close to
holidays
• Of paperwork
• I have to go to the office first/last thing everyday
• I need to respond to e-mail
To Do
• During the course of every week, you should probably be
doing some of the following:
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Prospecting calls for new customers
Prospecting calls for new contacts
Calls to find new opportunities
Calls to present qualification information
Calls to present quotes/proposals
Closing calls
• Are you?
Take a minute to look at the
big picture
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For the week ahead…
New customer calls?
New/focus product presentations?
Personal goals?
Family goals?
Do you have scheduled activities that accomplish any of
the things that are important?
• How much unscheduled time is there?
Now look at tomorrow
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New customer calls?
New/focus product presentations?
Personal goals?
Family goals?
Do you have scheduled activities that accomplish
any of the things that are important?
• How much unscheduled time is there?
Golden Rules
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Don’t ask them to call you back
Do your prep before/after prime sales hours
Do your travel before/after prime sales hours
Use your cell phone
Build a bridge
Manage your opportunities
• Do it now!
Don’t ask them to call you
back…
• If you ask/tell them when you will call
back, you remain in charge
• If you ask for a callback, they control the
timing
Do your prep before/after
prime sales hours
• Can you do your reports early in the
morning? A few minutes after work? Isn’t
it really quicker then?
• Learn to make e-mail work for you
• Can you really afford to spend that time on
non-sales activities?
Do your travel before/after
prime sales hours
• When do you make your first and last call
everyday?
• Is the time you are giving up really
“quality” time?
Use your cell phone
• Have scheduled phone appointments when you
have at least an hour of time
• Do some service on the phone
• Talk to your office
Build a bridge
• The most effective use of time in sales
comes from building a bridge from contact
to contact. You spend less time trying to
find people and you have better visibility of
your schedule.
• How many times do you leave open loops?
Manage your opportunities
• Document Your Opportunities
• Construct an Opportunity Spreadsheet
• Tie “Build a bridge” into Managed
Opportunities
A sales call template
• The sales call is the building block
• Before every call…
Send a confirming e-mail, fax or voicemail
Remember to remind the customer of the value of
the call
Call Template, continued
• During the call
Identify action items
Close the call with a restatement of the action
items and a confirmation of the next
communication—stay in charge of the call
Call Template, continued even
more
• After the call
Write your call report
Write up action items/dates and send to the
customer
Update your calendar
Action Items
• Reduce the amount of unscheduled sales
time
• Increase your average number of sales calls
• Use the sales call template to “build a
bridge”
• Manage your opportunities
Final Thoughts:
We’ve covered leveraging your time. The next step for you
is to begin improving and streamlining your sales process
and utilizing more effective sales tools.
To Begin this process I encourage you to begin looking at
ways to improve your knowledge and skills by applying
the information covered in this section.
Best of Luck!
Joe Ellers
Congratulations…
I want to congratulate you on your completion of this program.
Now it’s up to you to implement, and continue to plan and reach for your
goals and objectives.
Best of Luck…Joe
Ellers
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