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Productivity Improvement Starts with Improving Your Awareness The first step in improving your daily results (work and personal) is to become more of your time and how you’re using it. That will

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Becoming a Well Organized Sales Pro

BECOMING A “CAN’T MISS” SALES PROFESSIONAL Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring

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Becoming a Well Organized Sales Pro

Ten Ways to become More Analytical

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Becoming a Well Organized Sales Pro

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by on August 21, 2018 at 10:00 am

BECOMING A “CAN’T MISS” SALES PROFESSIONAL

Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring attitude, and some reasonable social skills, and I would label you a “can’t miss” salesperson.” Now take those qualities and tie them to a product you believe in and with which you are compatible, and you’re on your way!

STARTING YOUR DAY

The discipline we all need is attainable. Specifically, look at the benefits of starting your day at the proper time, with your plan already, on a regular basis, and you will be inclined to do what is best. When people (prospects and clients) are energetic, and just getting their day started, they’re obviously in a more optimistic and responsive frame of mind. In addition, these sales result from the fact that salespeople are also more excited and motivated about what they are doing.

RESEARCH

In Zig Ziglar’s book he proposes this for you to think about:

  • 70% of all sales are made between 7 a.m. and 1 p.m.
  • 20% between 1 p.m. and 4 p.m.
  • 10% after 4 p.m.

Discipline and organization make a big difference in sales. If you’re going to make it big, the odds are good that you’re going to make it early!

Many have calculated…

That less than two hours of working time is actually spent in the sales process. The rest of the time is spent responding to emails, taking care of administrative details, updating Salesforce or whatever CRM is being used, handling urgent requests, preparing proposals, meetings, conference calls, and travel time.

BECOMING “TIME CONSCIOUS”

Zig Ziglar proposes that top producers are “time conscious” and how to allocate the use of their time each day to produce the maximum results. They even turn their travel time into productive time. Quote, “Sales professionals don’t count time; they make time count.” The fact is that most salespeople spend too much of their time doing nonproductive tasks, activities that do not directly generate business.

DEVELOPING “TIME CONSCIOUSNESS” AND DISCIPLINE

My definition of “time conscious” is, “There’s a time and a place for every activity in your day.” Using the timeframes Zig proposed above, this discipline would look like this:

  • 7 a.m. – 1 p.m. – Selling activities (try to defer non-sales requests to the afternoon and “batch” them)
  • 1 p.m. – 4 p.m. – Activities that do not directly generate business (emails, proposals, requests that you previously deferred, etc.)
  • After 4 p.m. – Organize for tomorrow (update your CRM and identify who you’re going to call on, what you’re going to say, in what order)

Tip: Always ask yourself, “Is this something I truly need to handle right away?”

For more strategies see our course, The Path to Becoming a Highly Effective Sales Professional.

 

 

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Ten Ways to become More Analytical

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by on April 23, 2018 at 12:00 pm

The faster you go, the less control you will feel and the greater the chance you’ll be on autopilot. The first skill you lose is clear or analytical thinking. Here are ten steps you can take to become a more analytic or strategic thinker:

  1. At the end of the day, review your list. Have a good reason for everything you got done and everything you didn’t.
  2. Use today’s results to make a better tomorrow. Look at your list, what affected your day and how could you use that to improve your results tomorrow.
  3. Plan at the end of each day so when you open email first thing the next day, you can prioritize your responses based on what you already have on your list. (Discipline)
  4. Before you start typing an email identify: Why are writing it? What do I want the other person to do? How can I get him or her to answer mine first? When do I really need an answer by and why?
  5. Before you accept a meeting invite be sure you know the purpose of the meeting and why you’ve been invited. Always ask for an agenda.
  6. When you get new tasks or projects always ask, “When do you really need it by (and why?”) This will help you prioritize each request more accurately.
  7. Think before you act. Pause, consider, question, then decide. (This will prevent “shooting from the hip.”
  8. Create a single list, (paper or electronic), so you can see everything you need to complete in one place. That will make your prioritizing more accurate.
  9. Use your energy cycles in your decisions. When you are best, choose more difficult, high payoff tasks. When your energy is low choose easier tasks. This is a strategic match-up.
  10. At the end of every week (when you’re making your list for next week), if you have to transfer tasks to next week ask, Why? What am I going to do differently next week to get it done? Is it really a priority?

Contact Us

Zeigler Learning LLC
15825 Northstone Dr.
Huntersville, NC 28078

Toll Free: 1-800-835-6839

Email: KZeigler@KZTraining.com