One of the senior salespeople I’ve worked with declared that if he is EVER late for an appointment: “Just call the State Patrol because I’ve had an accident.”

For salespeople, the concept of being on time does not rank up there with the secrets of the pyramids. It’s just common sense. However, when you consider successful sales techniques, it does ranks number one in showing respect for your customer.

When You Catalog Successful Sales Techniques, Timeliness is Tops

According to customer service expert, Shep Hyken, “Never being late is not realistic. ‘Stuff’ happens. It’s how you handle it that’s important.”

“It’s simple. Just tell them. Never being late is the goal … always keeping the customer informed is required.” Hyken advocates being proactive regardless of the situation.

Reach the Customer BEFORE They Notice a Problem

If you think you’re arriving late, make a call. If the product is delayed in shipping or, perhaps, a supply issue, let them know. Even if the delay is not your fault, the customer will not see it that way.

Hyken’s research shows 81% of customers expect ASAP notification if there is a problem with their order or service. Remember, communication is yet another successful sales technique.

Further, as you inform your customer, Hyken recommends keeping these points in mind:

State the facts as to the delay.
Acknowledge the inconvenience and apologize.
Be transparent with a clear explanation.
Set a new, realistic schedule if possible.
Create an entirely new timetable if necessary.
Update the customer with ongoing messages as needed.

Tardiness is Stressful and Disrespectful

“Time travels at different speeds for different people. I can tell you who time strolls for, who it trots for, who it gallops for, and who it stops cold for.” – William Shakespeare

Within your company everyone’s time is valuable. When meetings begin late it affects all attendees and gives the impression that your organization’s time is not important. Indeed.com explains why being late matters:

It’s rude — Being late says you don’t respect others’ time and is disrespectful of colleagues who are punctual. Co-workers and managers may reconsider whether they want to work with you on projects and other tasks.
It impacts workplace culture – Small actions like being late sets a bad example for others and can become habitual. Managers may pass on calling-out these minor infractions, but others will notice. Tardiness sets a bad example and can become a vicious cycle.

Managing Time is the Definitive Successful Sales Technique

If being late can become habitual, arriving early can become a habit as well. It’s important to understand why you are tardy. Again, Indeed.com makes a few suggestions:

Consider your commute – Life in general, and morning traffic in particular are volatile day-to-day; however, you can plan for extraneous events. And, as we learned from Shep Hyken: if you’re delayed, be proactive and make a call.
Master your calendar – Schedule your day to accommodate meetings and exert some power over the randomness of life. Nothing is certain but planning for events will lend some structure and provide some influence over your workday.
Get ready the night before – Don’t put off until morning the things that will make your wake-up flow more easily. Get in the habit of previewing tomorrow before today ends. You may sleep better, and you’ll begin the day more relaxed.

Managing your time effectively improves your focus and decision-making. You can also accomplish more of your goals in less time. Consequently, you might gain better self-discipline and confidence knowing you can accomplish the tasks and goals on your list.

Employ these successful sales techniques. You may also find yourself with more free time to work on the things you're most passionate about.

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