Most salespeople don't spend more than two hours a day selling, on average.
Two things make this fact hard to believe. First, how can we as salespeople reach our goals? And two, why are we in sales in the first place?
It makes sense that we don't sell much during our work week. Lets face it. Just the paperwork can take up to half a day. Not to mention answering the phone, solving problems, putting out fires, etc.
During the day, there are many things to deal with.
What gives? What is going on?
All of this is thought to be a state of mind, and a very dangerous one at that if you want to make it in the retail world.
Because solving problems and dealing with customer complaints is a hard challenge we face every day, we automatically think that this should come before selling, which we find fun and rewarding.
All the other problems can be stressful, so we usually want to get rid of them so we don't have to worry about them.
Yes, building relationships with current customers is very important, but your goals don't go away. So, we need to make new sales in order to get new customers.
Time management is probably the most important thing you can do to sell more.
Set up a plan of action for each day of the week where you can spend at least four hours selling.
A plan of action is easy to make, but you have to follow it to the letter if you want to be successful.
Delegation is another key part of being able to spend more time selling. If you have a staff, why not let them take care of some of the operational issues?
Plus, you know how exciting it is to make a sale and close the deal. This can change how you feel about going to work. When you make a sale, you feel great, which is much better than when you have to deal with operational problems all day.
Remember that you are a salesperson and that you should spend most of your time selling.
There is no problem that your current customer is having that you or the person you give the task to can't fix. So concentrate on sales.
