The Time Management of Selling

I have been in sales for just about all of my career.

However, I score high as an introvert on a variety of personality profile tests. In a room full of people, I seek hanging out against the wall and not being in the center. I lack the outgoing personality. It is harder for me to make a connection. I can struggle with knowing what to say.

You might be thinking, “Then why were you in sales?”

Because I came to realize that everyone is a salesperson at some point…everyone.

1. We sell to convince our spouse, parents, and children to get things we want.
2. We sell our boss on getting a raise or promoted.
3. We sell ourselves when trying to get hired.

I chose a career in sales because that is where I excelled. I was able to take my magnetic shortcomings and made up for it with planning, preparation, and a constant efficient use of my time. Yes, time management was my strength.

You have been and will be a salesperson. The difference between a salesperson and someone else is that the salesperson decided to do it for a living. Now, while everyone sells – there are still certain attributes that need attention to be successful.

I recently spent time doing research and found dozens of articles and papers providing numerous characteristics a salesperson needs to flourish. In analyzing the descriptions and grouping them together, along with my own experience, I have come up with five qualities necessary for an individual choosing a career in sales. These attributes could be applied to any career and deliver high productivity and time efficiency.

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1.?????Knowledge

The best natural speaker, a captivating personality, and an appealing approach will be for nothing if you have not studied and understand in detail what product or service you represent. When considering knowledge see it through the ability to present, learn, self-improve, maintain attention, understanding the role, being tech-savvy, and time management.

2.?????Confidence

The best way to build your confidence, starts with comprehension. You establish sureness through buy-in, approval, optimism, discipline, responsibility, ownership, adapting tactics, and proactively leading.

3.?????Drive

What separates personal selling from a profession in selling, usually comes down to desire and want. A career is sales is driven by…well drive. A craving to sell comes from passion, self-motivation, drive, persistence, perseverance, lack of distractions, a competitive spirit, and resilience.

4.?????Empathy

Empathy plays a key role in in deepening client relationships. To be empathetic opens possibilities to gain greater insights into the decision-making process of buyer and contacts. To use it well requires understanding, creating trust, patience, being personable, showing sincerity, and displaying genuineness.

5.?????Customer Emphasis

Customer Emphases lets the attention shift to the client and not only on the process. The more a rep places themselves in the minds of their clients, the better able they are to not just sell, but serve.

There are dozens of characteristics to describe successful individuals who have chosen a career in sales. Complete a review yourself and you will gain a lot of great insights. Nevertheless, the five groups here are meant to cover a variety of selling aspects, but then focuses them into the priorities of Knowledge, Confidence, Drive, Empathy, and Customer Emphasis. Work on these and sell in a way that is time efficient for both you and your clients.

Dave Buck is the Chief Time Keeper of?Kairos Management Solutions.

Learn about your time management opportunities by taking and getting a free?Time Management Analysis (TMA)?summary report.?Schedule an appointment?with Dave Buck to discuss a full-time management improvement program for individuals, teams, and companies.?