āIām just not a very organized person.ā Thatās what one of my recent seminar participants said.
āYouāll never be as successful as you could be until you overcome that,ā I said in response.
If you are not organized, fix it.
Highly successful salespeople, the masters of the profession, are highly organized. They maintain a good filing system which allows them to collect, store and use useful information.
The average field salesperson spends only about 25 ā 30 percent of the workweek actually talking to customers. Imagine what would happen if we could dramatically increase that number. One of the ways to do that is to get organized.
A lack of organizations means that we waste time fishing for information. A good filing system dramatically reduces that wasted time, and provides us with good information that helps us improve the quality of our sales calls as well as the quantity of the time we can devote to calling on customers.
This is the information age. Information is an asset to a company, and particularly to a salesperson.
Collect good information about your customers, and you are able to more closely connect with them, more sharply focus your selling time, and more finely hone your proposals.
Maintain a system that allows you to access product information and youāll rarely keep customers waiting, youāll rarely look unprofessional, and youāll be able to quickly access things you need to know.
In todayās world, there is no excuse for not having a good filing system and using it to collect and store useful information.
