Length – 2 Hours to 3 Hours

Focus – SALES / prospecting, time management, goal setting  

The same number of hours in a day are lived by the successful AND the mediocre sales person. The difference, of course, comes about because successful sales people use their time wisely. They use the telephone for setting appointments and getting directions. Most of their phone conversations are brief and ‘to the point’. They call on customers ‘geographically’ and focus on the ones able to purchase the most and pay the best. Even their ‘cold calls’ are planned ahead. They do their paperwork ONCE and they always take time for lunch. As Tim covers each of these points, listeners with poor ‘time management’ habits are skeptical. They’ve bought the idea that salespeople “chase their tails, never eat lunch and hate paperwork”. Tim enforces the simplicity of spending time as though you’ll never have it to spend again. Companies benefit with sales reps who start producing more revenue with fewer clients. 

Many sales people spend their lives reacting. They produce, in response to the sales quota given them by their manager. They wait in lobbies, with the other salespeople, because important clients don’t have time to see more than one at the time. Tim shows listeners how to set their OWN goals and track them daily. Many sales managers have been excited by this part of the presentation, where listeners are shown how to track their own income! Listeners also learn to approach clients through the client’s avenue of comfort. The use of email and internet links is affirmed. Companies benefit by lowered prospecting and travel expenses. 

Many times, one small feature of a product ‘makes the sale’, or doesn’t! Tim reminds reps of the importance of superior product knowledge. He feels, further, that successful sales people are so knowledgeable of the COMPETITION’S product that they could sell it themselves. He encourages salespeople to make outstanding presentations that leave an indelible impression on customers. Companies benefit by developing an elite sales force, known for their high closing rate.