Selling more in less time

In this blog post Mark hunter gives six things any salesperson can do to sell more in less time. I am especially fond of Number 2, “don’t sell to unmotivated buyers”. In other words make sure there is a compelling reason to buy before you decide to spend any time with a prospect. The fact that they are excited about your product is not enough. Remember, it’s the prospect that has to qualify to get you to spend your time and corporate resources, not the other way around. Learn this lesson and your time management problem will largely disappear.