Biz Strategy

Better To Be Productive Then Busy

The 80/20 rule of success in sales.

This is true in most types of sales. The top 20% of sales people are able to close more sales then the other 80% doing the same job.

How do they achieve this without working longer hours than others? The simple answer is productivity. Their priority is to do what is necessary to close the sale. This very often means making the cold calls to a target list of prospects. Accepting no and moving on to the next prospect. When it is necessary to return to a difficult prospect or one who requires more diplomacy, information or time they accommodate to the individual needs to the extent of sticking to the primary objective of closing the maximum number of sales closest to the target number forecasted.

Focus on generating leads, cultivating prospects and staying on message on benefits that trigger the buy decision.

There are many work place distractions such as office politics, meetings that take longer than necessary, and non-productive activity often called administrative matters.

When it comes to that morning coffee break, it should be drink and go. After work hours you can switch to tea which is sip and slow.

Remember that business is not about being busy. Business is about making the sales that brings in the money. If you must be as busy, be busy like a bee that spends the whole day focused on gathering honey. In our case it has to be about being focused on bringing in the money.

If you don’t make 100% of the calls you may not be able to reach the 20% who become your customers giving you 80% of your business earnings.

Siddha Param

International Business Consultant
www.worldwidebusinessconnection.com
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Winnipeg, Manitoba, Canada, North America

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