How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended).

Sure, you could have cell phone conversations with prospects and customers, but you couldn't write notes while driving (unless you had a death wish), and you couldn't prepare proposals and fax them. Plus, there was nothing like slogging through traffic to attend a meeting, only to learn that the meeting had been cancelled at the last minute.

Why did I spend so much time driving? The company I worked for had a prejudice against salespeople spending time in the office. They felt that salespeople should be in front of prospects and customers as much as humanly possible, and that time spent is the office was "wasted time". Many other companies shared this philosophy, which meant that prospects and customers were "trained" to book appointments with salespeople if they wanted their assistance.

I have always been a true believer in the saying, "a salesperson's only inventory is TIME." I felt that if I could find some way to reduce my "windshield time", I would be much more productive. Fortunately I worked for a progressive sales manager, and he gave me permission to try the following experiment.

Whenever a telephone conversation with a prospect or customer got to the point where it made sense for us to book an appointment, I would book the appointment. However, instead of ending the call, I would say something like: "(Name), your time is valuable, and so is mine. I'd like to make sure we make the best use of our time together on (appointment date). If it's OK with you, I'd like to ask you some questions prior to our meeting so that I can be as well-prepared as possible. Do you have time now, or should we book a brief telephone appointment between now and (appointment date)?" I found that prospects and customers were always willing to make time to answer my questions, either right then or during a scheduled telephone call. What questions did I ask? All of the questions I needed to ask to thoroughly qualify the opportunity! When I had finished the opportunity qualification, I would say something like: "(Name), we can still get together on (appointment date) if you wish. Or, I could fax you a proposal in 20 minutes. Which would you prefer?" Do you know what? Not ONE prospect or customer EVER wanted to go ahead with our scheduled appointment! They were delighted that I could fax them a proposal so quickly. They weren't interested in having a meeting or seeing me in person -- they were interested in having their problems solved!

The end result of the experiment was that I made my quota during my first full year as a field sales representative for the computer distributor, and more than doubled my quota the next year. When I was promoted to sales management, I quietly ignored my employer's mandate that salespeople spend most of their time in front of customers. Instead, I trained my sales team to do what I had done, and my sales branch performed exceptionally well.

Does that mean you should never have in-person meetings with prospects or customers? Of course not! In-person meetings can provide real value, especially when it comes to building lasting relationships. The challenge is that most businesspeople are extremely busy, and they want their problems solved as quickly and efficiently as possible. If you can help them achieve that goal, you will have the luxury of choosing mutually convenient times to schedule stress-free in-person meetings.

In today's world, with the availability of e-mail, teleconferencing, and web conferencing technologies, it is easier than ever to sell effectively while minimizing windshield time. Use technology to your advantage, and make maximum use of your only inventory -- time!

Copyright 2005 -- Alan Rigg

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.

---

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service.... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

Closing The Sale

So -- you've just gotten off of the phone with... Read More

Value Add Negotiating for Sales Professionals

Imagine this scenario. You are a sales representative for Baker... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers... Read More

The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

The saying "No man is an island" is an undeniable... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

7 Phrases You Cant Say in Sales

7 Phrases You Can't Say in Sales (Because They Will... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More