WorldWide Drilling Resource

39 WorldWide Drilling Resource ® JULY 2014 Sales Tips by Tim Connor Keep Busy “Whenever you fall, pick something up.” Oswald Avery Over the years, I have observed many salespeople and their routines - daily, weekly, monthly, and even yearly. It is my belief many salespeople waste a great deal of valuable selling time on tasks, behaviors, routines, and activi- ties that, when changed, eliminated, or corrected, would add a great deal more revenue into their personal income. Some of the common time wasters are: • Poor prospecting skills and not getting to the economic buyers. • Spending too much time with poor prospects. • Not having a clear plan of action for each day/week/month/year. • Starting too late in the morning or ending the work day too soon. • Redundant poor time habits. • Not concentrating on the task at hand. • Lacking focus and concentration. I’m not suggesting you work 18- hour days, take work home with you on weekends, ignore your family, or have no fun. I am suggesting you look at your personal work habits to see where you could be a little busier - not in busy work - but productive sales activities. My guess is most salespeople don’t work that hard (hours). I can hear a few of you screaming now, “Are you nuts? I hustle every day, all week long.” Great, I’m not talking to you, but to those who could benefit from a little extra effort each day/week/month. And you know who you are. Hustle is not about working longer or harder for the sake of work. It is about: a Getting to a prospect before your competitor does. a Spending time reading self-help books rather than sitting in front of the TV every night. a Getting up an hour earlier every day to plan. Having breakfast, lunch, or dinner with a client or prospect rather than eating alone. a Creating balance in your life so you have the will, energy, and de- sire to put in the time necessary. a Working smarter - not just hard- er - although many people think “smart work” is a replacement for “hard work”. I wish. a Spending time in reflection, con- templation, and self-evaluation. a Managing your time in such a way you maximize your results. Had enough? Time to get back to work. Reading this tip will not put money in your pocket - directly that is. In His service, Tim To receive Tim’s weekly FREE motivational booster articles, contact him at www.timconnor.com with “please add me to your free booster e-mail subscriber list” in the subject line. Or contact him via e-mail at admin@ worldwidedrillingresource.com Consejos de Venta por Tim Connor Mantenerse Ocupado "Cada vez que caigas, levanta algo." Oswald Avery Con los años, he observado a mu- chos vendedores y sus rutinas - diarias, semanales, mensuales, e incluso anua- les. Creo que muchos vendedores pier- den una gran cantidad de valioso tiempo de venta en tareas, de comportamientos, rutinas y actividades que cuando se cam- bian, eliminan o se corrigen, añadirían mucho más a sus ingresos personales. Algunas de las pérdidas de tiempo comunes son: • Malas habilidades de prospec- ción y no llegar a los compradores económicos. • Pasar mucho tiempo con malos prospectos. • No tener un plan de acción claro para cada día/semana/mes/año. • Empezar a trabajar demasiado tarde en la mañana o terminar el día de trabajo muy temprano. • Malos hábitos de tiempo redun- dantes. • No concentrarse en la tarea en cuestión. • Falta de atención y concentración. No estoy sugiriendo que trabaje usted 18 horas diarias, que lleve trabajo a casa los fines de semana, que ignore a su familia, o que no tenga diversión. Estoy sugiriendo poner atención a los hábitos de trabajo personales para ver donde podría ser un poco más produc- tivo - no en el trabajo pesado, - sino en las actividades de ventas productivas. Creo que la mayoría de los vendedores no trabajan tan duro (en cuanto a horas). Puedo oír a algunos de ustedes gritando, "¿Estás loco? Yo me apresuro todos los días, durante toda la semana." Bien, no me refiero a ti, sino a aque- llos que podrían beneficiarse de un poco de esfuerzo extra cada día/semana/ mes. Tú sabes quién eres. Apresurarse no se trata de trabajar más tiempo o más difícil para el bien de la obra. Se trata de: a Llegar al prospecto antes que tu competidor. Hector Leos Translator Connor trans cont’d on page 40.