Are You as Productive as You Think You Are?

BY Rachel Cagle
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Would you say your daily work routine is productive? Whether you have your doubts or you want to learn what you could be doing better, Selling Power editors say that there are four ways that productive salespeople tend to spend their time.

They Focus on Promising Prospects

All too often, and especially in a crunch for time, salespeople will try to sell their product or services to anyone they can schedule a meeting with. This sometimes includes prospects research has shown can truly benefit from making a purchase. However, more often than not, the prospect ends up being someone whose needs a salesperson will have to contort their pitch to meet. What the salesperson may not realize is that, if the prospect doesn’t need what you’re selling, they’re not going to buy it. If you’re going into a meeting unconfidently hoping you can make your product appear to fit the prospect’s needs, you’re wasting the time of everyone involved. And potentially burning that bridge, even if your product or service could help them later on. Productive salespeople don’t waste time on ill-​fitting leads like that. Instead, they’re putting all their energy into landing a meeting with prospects who fit their ideal customer profile.

They Practice Detailed Customer Service

If you’re sending out the same old yes or no answer feedback forms to your clients, you’re not being as productive as you could be. Productive salespeople are always on the lookout for how to personalize their customer service in order to maintain loyalty, because that’s where the easy money is: repeat business. So, take the time to ask your clients personalized questions with the option for extended response answers. The more details you have about your client’s specific situation and feelings, the more information you’ll have to craft a better customer experience for them. And clients who are happy with how you treat and service them stick around.

What are the final two practices? Check out Selling Power's article to find out.