I'm in sales, how do I manage my time wisely and convert hot leads into sales?

Question

It seems like some days I get so much done and others nothing, like the whole day wastes away.

What systems must I implement to succeed and what books do you recommend. Again my biggest problem is time management and following my schedule. The lead follow up and conversion has become a bit of a problem too as of lately.

Answer 1

Prospect in the mornings and follow up in the afternoons! Use act or outlook to manage leads by using there built in alarm clocks. Call people up when you tell them you will call them up because if your to early or to late it reveals a part of your honesty to the prospect that will automatically turn them off. My motto in sales is: A person can have all the money or talent in the world even the greatest product in the world but without there word they are a piece of cesspool material. A good book I would recommend is anything written by Zig Ziegler or Napoleon Hill. You can also watch the movie Glenn Garret Glenn Ross which is the greatest sales movie ever made with Jack Lemon, Alex Baldwin and Robert DeNero. Coffee's for closers! I love that line... Good luck and never give up..sales means persistence! As far as looking for a system or magic wand in sales, I can honestly tell you there is none. You need to be your outgoing self to people and create a desire for those people to buy through you. You can't force a sale, people look at who they are about to do business with and use that to help make their buying decsion. Be open and discuss weather, sports or current events to show them your a regular normal person and then explain whatever it is your selling. At the end of explaining simply ask what credit card would you like to use? Also maybe try a condition close as well. If mr. prospect I can provide you with "XYZ" would you take one today? If yes then you got a sale if no! You ask How come? Then you have just learned what objections are stopping the sale. You then say to the prospect if I were to show you Blank Blank and Blank would you buy today? (The blank Blank Blank are you repeating his objections back to him and adding how that will benefit him in some way) If he says yes all that is left is for you to overcome his objections which you should be able to do with product knowledge inorder to convert that sale. The whole piont is you can never close if you don't know what the person is thinking and what is holding them back so its important to get that info out in the open before you try and close and also getting them to agree prior to you overcoming those objections because they can keep throwing objections all day at you until eventually they stumble onto one that you can't overcome and they can escape. Get a commitment first from the condition close before overcomig any concerns or objections, it will boost your closing ratio and pick you up off the floor but you truly need to have fun doing what your doing all day as well because your vioce reflects your attitude and the people who hear you can sense it quite easily. I hope one thing here helps you out, Good luck with it.. by the way this is the longest post I've ever written and that's only because I'm very passionate when it comes to discussing sales.

Answer 2

You have a 'slump' going on. Snap out of it.

Look. You have a lead, okay? You have several choices: you can follow up and make contact, using the sales tools your managers and coworkers and the guys who run those seminars gave you - or, you can blow it off, figuring someone will walk in and be a lay down.

Remember the great feeling when that killer paycheck came? You were the hero. The other guys all looked up to you, and the managers all thought you were the rising star, right? Well, unless you stop fooling around and do your job, that feeling will not come back. And, soon the managers will decide to put someone else in there who can get the job done.

So, lets do this: take one lead. Just one. Call them. Set it up. Make the best presentation of your life. Know the product. Live the product. Show the customer that you'd own five of 'em if you had the room. This is exactly what the customer needs. You feel their need, you listen - and hear - what they said, you guided them to exactly the right package. It feels promising.

At this point, you can go for the close, or, you can make a realistic assessment of the sale, and decide to turn it over to the manager. Either way, these folks are done!

Put that one under your belt. Schedule another one. Call them at 10:06 - just like the schedule says. Tell Joe you'll talk football later - you're working. Get the appointment. Be ready for the appointment. Make ANOTHER sale.

As you get to realizing that each time you follow the set times, the set schedule, the set sales tools you make a sale, it will come easier and easier.

You can do this. But you have to commit to it.

Good luck! - Stuart

Answer 3

Having a system is good.
The internet is effective.
The phone is too.
Personal contact is innefficient but remembered longer.
Use them appropriately like a resource.

Answer 4

STOP SPENDING SO MUCH TIME ON THE COMPUTER!

QUIT FIDDLING AROUND ON YAHOO! ANSWERS!

PUT YOUR NOSE TO THE GRINDSTONE AND NEVER GIVE UP!

In short: stop slacking and get working.