by Cheryl A. Clausen..
You lose financially if you aren’t focused on doing the right things at the right time. Or you have to work yourself to death to hit your targets. A little planning before you take action you can help you to get the financial rewards you want without working so hard. You want the majority of your actions to take you closer to a closed transaction. Even though prospecting is how you fill your sales funnel, most sales people have a haphazard inefficient approach to prospecting. You can improve your prospecting efforts and get better results by developing a list of your most ideal future customers. Knowing who you’re focused on makes it easier to develop effective ways to approach them.

Keep a running list of all the next actions you need to take. Scan your list and choose the actions you’ll take and when you’ll take them based on the likelihood of that action resulting in a closed transaction. There’s no way you can do everything and you certainly can’t do everything at once, so prioritize your top three actions each day.

Hopefully you have both a large list of prospects and a large list of customers, and both need your attention. Develop a system to stay in front of both exceeding their expectations, deepening the relationship, and motivating them to refer you. Keep it simple, but have a clear objective for every contact. Plan out exactly how you want to connect with both your prospects and customers throughout the year. Then identify ways to make this contact as automatic as possible. And include ample opportunities for them to reach out to you when they’re ready to make a purchase faster.

Following these time management techniques you know what to do, when to do it, and how to do it. But you have to commit to taking right action to make it a reality. If you’ll just take at least three actions each day that move you closer to a closed transaction you’ll be amazed by your results. Doing this day in and day out enables you to have both time and money.

Results come from the actions you take, and you want those actions to become automatic for you. Repeating these time management skills on a daily basis will make them a habit. When you take more right actions it’s easier for you to get what you want, and getting what you want motivates you to continue to take them.

Going back to that list of all the next actions you need to take, as you look over your list you’ll realize you have things on your list that you don’t necessarily have to do. There are probably a lot of things on your list you do out of habit, or because you’re afraid to delegate them. You want to ruthlessly dump everything on your list that isn’t essential for you to do.

Author: Cheryl Clausen can help you get where you want to be. Improve your Time Management Skills with this telling quiz. Do you have what it takes to succeed? Measure your Success skills, look here.

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