5. Ask yourself: "How important is this sale?" If your answer is "very important," determine what other actions or approaches you are willing to take to make the sale happen.
Many people fail to realize just how valuable their time is. If you spend an inordinate amount of time trying to close a sale that has a low probability of success, then you are not generating a high payoff on your time. A simple rule of thumb to follow is asking, "What is the best use of my time, right now?" You should also consider the potential value of each sales opportunity. A good friend of mine used to go after every sale that came his way. However, after several years of chasing leads that led to few sales, he now targets his efforts on the high-value opportunities. This has substantially increased his revenues in a very short time.
- People:
- Kelley Robertson