Eliminate Interruptions and Distractions – Time Management #2

Learn how to stop other people from wasting your time and blowing up your day in my 90 minute webinar, “Time Management for Salespeople: Find More Time to Close More Sales,” on Thursday, May 19^th, 2011 at 12 Noon EST..

Click here for more webinar information, or:

Paperwork Time is Infinite, Selling Time is Not – Time Management #1

How to get your paperwork done and still find time to see clients and prospects is just one of the many topics I’ll be covering in my upcoming webinar, “Time Management for Salespeople: Find More Time to Close More Sales,” on Thursday, May 19^th, 2011 at 12 Noon EST..

Click here for more webinar information, or:

Warren Greshes Time Management for Salespeople Webinar May 19th

Time Management for Salespeople: Find More Time to Close More Sales!

Date: Thursday, May 19th.  Time: 12 Noon Eastern Time.  Duration: 90 minutes

All you need to take part in this 90 minute session is either, a phone, a PDA, a laptop or a desktop.

How many times have you heard a salesperson say, “I have so many things to do I don’t have time to sell?” While most of the time that’s crap, because there should always be time to sell, time is the single biggest commodity people have the least of.  Most people I come in contact with fall into two categories: 1) Those that ARE extremely busy and always pressed for time, and; 2) Those who BELIEVE they’re extremely busy and always pressed for time.  Either way, they’re both right.

However, being great at time management is very difficult.  In fact, I’m not sure I know anyone who is great at it, but luckily you don’t have to be.  My goal for this webinar is not to make you time management experts; because I’m not convinced you need to be.  What I will do is give you some easy-to-implement tips and ideas that will allow you to become more efficient on a daily basis.  If I can help you save just 30 to 60 minutes a day, I might have found you enough time to go on 3 to 5 EXTRA sales appointments a week.  And you know as well as I do 3 to 5 EXTRA sales appointments a week will definitely increase your sales and, more importantly, your income.

What we’ll cover in this very pragmatic, how-to webinar:

1. 40 Time Wasters.  In this module, I’ll cover the 40 biggest time wasters that stop salespeople from not only doing things they need to do, but also want to do.  I’ll help you focus in on which ones specifically are killing your day and what you can do to fix it.
2. Salepeople’s Time Test. In order to get to where you want to be, you first have to figure out where you are.  This time test will cover 20 specific sales situations, processes and occurrences.  It will show you where you’re losing time every day and what you’re doing right.  Bottom line: it will show you where you need to focus your energy in order to save that EXTRA 30 to 60 minutes a day.
3. 25 Time Saving Tips. I will give you, and elaborate on, 25 specific, easy-to-implement, time saving tips that you will be able to start putting into practice the second the webinar ends!

And that’s not all.  Here are just some of the things you’ll learn if you attend this program and implement the ideas :

• How to get all your paperwork and reports done while STILL finding time to “Sell.”
• How to put together a “Things to do” list where tasks will not only get done, but, they’ll get done when they’re supposed to get done, eliminating stress and last second crises.
• How to use your down time productively
• How to anticipate and plan for last minute surprises that can kill your day and cost you money.

During this 90 minute webinar, which you can attend either via phone or webcast, you will have the opportunity to ask any questions related to your time management problems or situations. In fact, you’ll have the opportunity to send in questions before and during the event. So, sign up now and start giving some thought to what questions you want answered.

I’m sure you’re wondering, “What’s all this great information going to cost me?”  To attend this webinar your total investment is $79. But wait, if you register before May 9th, you only pay $69. But, if you want an even better deal, sign up 5 or more people from your company and get 25% off with coupon code TIMEMANAGE, leaving you with a cost of only $59 per person.

Stuff You’ll Get:

And that’s not all.  THERE’S FREE STUFF!  Aside from an informative, entertaining and idea packed 90 minutes, here’s what else you will receive for your investment:

• A downloadable PDF workbook and note taking guide containing everything I’ll cover during the webinar. 
  
• A digital Mp3 recording of the entire session which you can download to your computer and listen to as much and as long as you want.
• A free copy of my online audio program, Supercharged Selling: The Power to be the Best.

So register now and join me on May 19th, 2011 at 12 Noon EST for a session that’s guaranteed to jump start your sales effort.

Starting Your Own Business: What to Expect Part II

In the second of this two part series based on Discover Card’s “Small Business Watch,” we’re looking at information derived from small business owners that will better prepare you to take that next step into entrepreneurship. Here are some things you might not know but better be prepared for:

• Nearly one of three business owners, 31 percent, indicated they work at least 10 hours or more per day on average. Only out of five non-business owners, 19 percent, worked the same each day.
• 15 percent of small business owners work every day of the week, more than twice as many, 6 percent, as the general population. Similarly, 28 percent of small business owners work six days a week, compared to 15 percent of the general population.
• Nearly half of small business owners, 47 percent, said that they always or mostly work on official holidays.

So if you’re used to a 9 to 5 life, think twice before starting a business.

• More than half of the business owners, 52 percent, took seven days or less off work last year, compared to 36 percent of the general population.
• 59 percent of small business owners define a “day off” as being available for calls and emails, working some time or even working all day at a remote location. Only 32 percent of the general population does the same.
• More than half of small business owners, 55 percent, said their spouses approve of them checking email when they are off from work, compared to 37 percent of the general population.
• “Small business owners are really focused on serving their customers every day. Our survey found that 40 percent of them carry wireless devices to keep in touch with their customers and clients when off work." “Being a small business owner often means that you are always open for business.”

When you’re a small business owner, your life is your business and your business is your life. It’s not even a matter of overlapping; they are totally intertwined.

Also, if you already own a small business or you’re thinking about starting one, then check out our new small business consulting service and give us a call for a free initial consultation.

Prospecting Seminar DVD Now Available

With the release of my new DVD, Prospecting Skills That Work, I’d like to thank everyone for their feedback and comments over the past year about my earlier audio program on effective prospecting, Don’t Count The Yes’s, Count The No’s. It was the success of that program which prompted me to do an educational (and entertaining) hour-long seminar on prospecting and have it released on DVD. Make sure to check out the video clip below. You can also for the purchase page.

Response to The Simplest Way to Save Money

Back in January, I posted an entry, The Simplest Way to Save Money: Ask. In it, I told the story of how my wife and I saved $350 on a new water heater we had installed simply by questioning the quoted price. I also gave other examples of how to save money just by questioning every company you do business with and asking for price breaks and special deals.

Recently, I received the following comment regarding this article:

“Although I appreciate and agree with the point of your post I would add that you should comparison shop also. What appears in the accompanying picture is your garden variety water heater. Walk into any Sears and you will find the top rated (both efficiency and heating) 55gal water heater for around $350 with an install cost of $450 for a total of $800. Somehow I think your plumber saw an opportunity and took it.”

RJT

It just so happens that a Consumer Report site for blogs had linked to this entry and posted an excerpt as well as a picture of a typical water heater in an unfinished basement. Unfortunately, this picture is not mine and does not do justice to my situation.

So I can see why the commenter made that suggestion.

However, this got me thinking, and I’d like to point out some very important things that far too many salespeople seem to forget on a regular basis:

• Not every customer wants the exact same thing. Remember, customers buy for their reasons, not the salesperson’s. Find out what those reasons are first, DON’T ASSUME.
• Before you make assumptions about what a customer has, get all the facts first. It’s very possible a customer might be paying more because they’re getting a lot more.

Let me explain.

I love getting a deal as much as the next person, but I also love speed, ease and convenience as much, if not more. The last thing I feel like doing when it comes to saving just a few hundred dollars is comparison shopping. My time is extremely valuable.

Just one trip to Sears would kill at least two hours, not to mention the fact that Sears is not exactly at the top of my list when it comes to service and quality salespeople. To go to two or three other places would kill an entire day, minimum. If I kill a day shopping for a water heater, I’ve lost money, no matter how much I’ve saved.

Now once I’ve found the water heater, I need to depend on an independent plumber who does installations for Sears! Not something I feel like doing. Most plumbers are independent business people working on their own. While they might be very good at what they do, many are lousy business people who don’t understand good business practices, such as, showing up on time; quality customer service; and backing up your promises.

In fact, I don’t use a plumber per se; I use a plumbing, heating and cooling service. They are a business, a real business that is run like a business. They are full service. They will dispatch workmen to your home very quickly. I have never had a problem getting someone to come over when I want them there. They also have product catalogues with them so you never have to leave the house.

Once we narrowed down our choice of water heaters we looked at their quality ratings on the internet and chose the best one.

Now because the company pays the plumbers and technicians and keeps a cut for themselves, it costs me a little extra, but I don’t mind, because the convenience and peace of mind is worth it to me.

In other words, who is the customer and what do they really want?

Now for point two. This job was done quickly with absolutely the least amount of hassle. I also spent extra on a ten year warranty covering all parts and labor (ease and peace of mind), and this particular water heater (we have 2 in our house) is located in the attic. This means whoever installs it has to first bring it up a long staircase in the entry way, then has to bring it up the pull down staircase that leads to the attic. It is a job for two men, meaning additional costs. I guarantee you Sears wouldn’t have done it for $450.

As a salesperson, before you make claims about your product and service find out exactly what the prospect or client has. Far too often I find when someone tells you. “I can do the same thing cheaper,” what they usually mean is, “I can do the same thing cheaper by taking out a few things that are probably not that important anyhow.” Maybe to them they’re not, but to the customer they’re priceless.

Every customer is different. Find out what they want, and then most importantly give them what they need.