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Time Enough But No More — If
By John Aberle | Prospecting
There's time enough but no more -- if you manage it well
The point here is that none of us has an unlimited supply of time. If we’re sales managers, we can multiply it by hiring more people but then we usually get limited by money — or the time needed to help them and to manage them. So how do we grow our businesses then?
We do it by identifying our Ideal Customer Profile, determining which of their problems or desires we can help with, and understanding what they really want or feel they need to do about their situation.
That’s the first step: narrow down the suspects, which includes everyone in the world or in your community, to only those who are likely to benefit from your products and services. You’ll not only save time by being focused on the people or accounts that make for the most productive use of your time, you’ll find that you don’t need hard sell techniques of pressure, control, and manipulation. This approach is ideal for soft sell sales and soft sell marketing.
Just as understanding your customer is key to building a relationship of trust, it is essential for soft sell salespeople who want to find sales fulfilling, fun, and mutually rewarding. There is time enough, but no more — if you learn who your best prospects are and focus on them and if you show you care because you understand their situation enough to ask the right questions, and then you listen fully before you try to help the customer buy.
How to Fit in with Your Prospects
Skip Manipulating by Customer Service Report Card
Sales Myths – You Must Get Past the Gatekeeper
In Soft Sell Sales, Questions Are to Understand
Choose More Powerfully Attractive Words
The Passionate Road to a Sales Career that Is Fun, Fulfilling, and Mutually Rewarding
It's Not about Controlling with Questions
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