Your biggest asset is your time; don’t waste it

Sales professionals really value their time. They totally understand that it is their greatest asset. They know it is the one thing they can ‘manage’. They understand there is potential reward for every well-spent moment. Equally, they know that every misspent moment represents a loss in earnings.

Every day millions of salespeople make sales calls, just for the sake of making a sales call. There is no purpose, no direction and no objective to the call. In other words, it’s a waste of time.

Every sales call needs a purpose. After each one, you need to do a quick review. Did you achieve the purpose of the sales call? It doesn’t need to be War and Peace. Sometimes a quick rethink is all that is necessary; other times you’ll need to get it all down on the CRM (Customer Relationship Management) system or whatever you’re using. And be honest with yourself!

I liked to use the golfing term ‘par’, to help me think which stands for…