Owning the (Sales) Clock

“I can’t believe they just wasted my time”

"What a big waste of my time"

Think of how many times you have heard (or uttered) those phrases.
As a young salesperson and sales manager one of the things that would frustrate me is when I would spend so much time with somebody and they would walk away empty handed (which also left me empty handed). One of the things that I have learned from more seasoned business people (and also from my own mistakes) is that in order for me to limit how much of my time is wasted, I need to make my time more valuable. This needs to be a personal commitment first in order for it to happen organically with others. For some people this means having a daily itinerary and for some it simply means having discernment to recognize which things are urgent and important and which ones are not. When it comes to being with a client or an associate and having them value your time, make your time more important. It is good to be available but if you are overly available, you make your time less valuable to others.

When you are with someone who you are pitching your products to or maybe someone you are perhaps managing and you end up coming up empty, it is ESSENTIAL to analyze what happened and what you would do different next time. By no means do I mean to dwell on it endlessly, but if you don’t learn it will likely happen again. When I am with a client and the conversation is getting too lengthy (and it is of no real value) I start pitching products. I am not much of a “product pusher” anymore but it is a great way to expedite the conversation. Either they bite on a product or they get up and leave (funny how a person is all of the sudden in a hurry when you do that).

Another thing (and this is something that I am a BIG fan of) is to simply stand up and end the interaction. If someone is dwelling too long or giving too many excuses, this is a next level move if you understand the timing and the execution. It forces them into action and in either case it is better than just sitting there. I have closed many sales this way. In sales you have to be willing to walk away. The person who is most willing to walk away has the most leverage. Their business is important but so is your time. Would you rather spend all day trying to sell the unsellable (someone who doesn’t need your product or is too early in the buying process) or would you rather move on to someone who actually needs your service or products?

So in conclusion, value your time. If you consistently lose money on something wouldn’t you change that habit? Look at your time the same way. Be calculated in how you spend your time. This can apply to any aspect of life, but especially in the workplace. Those hours spent at work can seem long but if you work in sales especially, you know how that time can move quickly. If you consciously put a high price on your own time, you will be amazed how others will follow suit!!