Time is Money: Spend It Well

Overview/Description
 Managing the "thieves of time" is easier said than done--but an essential requirement for top sales performers. The only way to achieve your goals is to have a finely tuned plan of action. There is no point having the required attitude, knowledge, skills and customers if you do not have enough time to sell. To achieve your full sales potential you must recognize how to allocate your time in order to reach your goals. In this course you will see that time management is much more than planning a sales diary. Using the Sales Success Development Model you will understand how to build a holistic approach to time management. You will also start to calculate the time required to complete specific tasks and find out how to deal with time wasters. A range of activities will allow you to see how advanced communication techniques and interpersonal skills can establish positive results in the shortest time possible at each stage of the sales process. Most importantly, on completion of this course you will be able to plan your activities to maximize effective selling time.

Target Audience
 Experienced and newly-appointed sales managers and salespeople with an understanding of the sales process and basic selling skills

Expected Duration
5.0 hours

Lesson Objectives:

Time Management is More than a Diary

  • identify the value of developing a holistic approach to time management.
  • identify how each category of the Sales Success Development Model can improve time management.
  • identify the value of using a time analysis log.
  • apply appropriate behavior to deal with time wasters in a given situation.

    • Maximizing the Use of Time

  • identify the value of planning and prioritizing activities.
  • recognize the criteria for developing a successful time management plan.
  • identify the requirements for managing time during sales meetings.

    • Managing Time During the Sales Process

  • recognize the value of managing time during the sales process.
  • identify the techniques that achieve instant rapport with customers.
  • recognize how to save time when uncovering customer needs.
  • analyze customer behavior and apply appropriate techniques to save time when selling benefits in a given scenario.
  • apply appropriate techniques to overcome customer objections in a given scenario.
  • apply appropriate behavior to close the sale in record time in a given scenario.

    • Course Number: SALE0217