Don’t Have Time to Prospect?

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Have you ever thought, “I would love to sell more but I just don’t have the time to prospect.”

Please! When we say we don’t have the time to do something, what we are really saying is that we chose not to do it. We all have the same number of hours in a day. The only difference is how we spend them. Let’s face it. If top producing sales people can find the time to prospect, so can you. The key is how you plan your work.

You should schedule at least an hour each day for lead generation, and preferably at the same time each day so you can develop a routine. Treat prospecting like a scheduled appointment, just as you would a meeting with a prospect. You wouldn’t consider canceling a customer call; therefore you shouldn’t cancel on yourself and your future sales success by failing to complete your prospecting activities.

When you prospect this week, you should look to fill the holes in next week’s calendar. New meetings should be booked in the same geographical locations as the existing ones to minimize unproductive travel time.

Proper planning this way will allow you fit more into your sales day. It will also free up some personal time as well. Remember that work out you never seemed to have time for? Schedule it!

If you would like to know more ways to make your life easier and free up more time for selling, check out my book Action Plan For Sales Success. It includes specific tips and tools that you can use to impact your sales results immediately, including proven techniques to make your prospecting efforts more effective. As one reader put it, “She has helped me make more appointments, close more deals and make more money. The 3 most important concepts in sales.”

Also, for a free copy of an email template that will help you start a stalled prospect, visit the B2B Sales Connections Download Centre.

So stop dreaming more time will magically arrive in your day so you can prospect, and make it happen instead. Remember as Eleanor Roosevelt once said, “It takes as much energy to wish as to plan.” More motivational quotes here.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author
B2B Sales Connections

Want to chat directly with me on how you can free up more time for selling?  Schedule a free sales coaching strategy session with me here!

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