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INCLUDES: One-on-One Telephone Coaching
Almost all the salespeople I know spend a considerable amount of time on the road every single day.
Some of you may spend time travelling each day to and from office and then to client locations while some of you may be on the road for the entire week or even weeks at a time.
In this podcast we are going to talk about how you can manage your time on the road in the best possible way.
The first thing I want you to think about is how much time you spend on the road? If the only travelling you do is between office and your home then you can use this time to listen to audio versions of best selling sales books, you can use this time to mentally rehearse your sales pitch or to go through the things you want to achieve each day.
If you spend a lot of time on the road, you need to make up a list of things you can do while travelling. This could include listening to audio books on sales; you can also keep current with industry news or even go through your potential clients’ websites (try text to speech software that can read things out to you). You can rehearse your sales pitch while driving to a sales meeting – with the help of a Dictaphone or even your laptop. You can mentally go through and envision what you want to achieve for the day.
There are so many ways for you to utilise this dead time and make it a productive and useful part of your day.
One of the most important skills you can learn as a salesperson is the ability to plan and make the best use of your time and that is what we are going to focus on in this podcast.
1. Don’t leave home or office without a plan
A day without a plan is as good as a day wasted. Don’t leave your home or office thinking that you will figure things out on the way, that will never happen. Spend ten minutes planning your day before you officially begin it and you will save 80% of the time you would have ended up wasting.
2. Align your daily plan with your weekly goals
It is a good idea to identify your weekly goals on a Sunday night and make a list of the things that you want to achieve for that week. Each day when you write out your daily to do list, go back to these weekly goals to see that you are working towards them on a daily basis and incorporate them into your daily to do list.
3. What you need to have in your briefcase
Make like a good boy scout and always ‘be prepared’.
In your briefcase you should have:
- Material about your product (extra copies if possible)
- A brief write up about yourself
- A sample of your product if it’s possible
- Any marketing collateral you want to leave with the customer
- Pens and paper
- Your sales notebook
- Reference letters from other customers
- Maybe something for you to read while waiting to meet with your prospect
- and any other material that you think is important for you to have.
- You may also want to consider keeping an extra change of clothes and something to eat and drink in your car if you spend a lot of the time on the road. You never know when you will need an extra shirt.
- A bottle of shoe polish or a shoe shine sponge is also a good thing to have on hand, especially if you have more than one meeting scheduled for the day.
- If you travel a lot consider keeping a razor and some deodorant in the car as well so that you can take care of that six o’clock stubble before your dinner meetings.
4. The five-step planning process
Step 1: Review the previous day
Go through everything you did the day before, what are the actions you need to follow upon today. Is there anything you learnt yesterday that you want to implement today? Did you achieve your target for that day? If not, what can you do today to achieve it?
Step 2: Preview the next day
What are you planning to do tomorrow? Are there any meetings or presentations that you have scheduled for tomorrow that you need to plan for today? Is there anything you need to prepare for in advance?
Step 3: Identify your key appointments and activities today
Make a list of everything you need to accomplish today including all appointments and Activities that you need to do.
Step 4: identify any major objectives that must be achieved
What are your 6 most important tasks and appointments for today? Schedule these on your to do list. What are the other activities that you need to complete? Schedule these around your most important activities. When you complete each task, ensure that you give priority to your major objectives first.
Step 5: Create a daily to-do list
Now that you have all your activities for the day figured out, create a daily to do list for you to follow. List items in order of priority, you can prepare a daily to do list for each day of the week and add items to it as they come up.