11 Secrets of Time Management for Salespeople by Dave Kahle

Author:Dave Kahle
Language: eng
Format: epub
Publisher: Career Press
Published: 2013-01-15T00:00:00+00:00

4. Don’t Always Immediately React

See if this sounds familiar: You have your day planned, and then you receive a phone call, fax, or e-mail from one of your customers with a problem for you to solve. The natural tendency is to drop everything and work on the problem. After all, isn’t that good customer service?

But, when you do that, you become reactive, and lose control of your day. So, is there some way to provide service but stay in control?

Yes. The problem is your assumption that just because someone calls, his or her problem is urgent and needs your immediate attention. Because you operate on that assumption, you immediately react. But that assumption isn’t necessarily true. Often, the situation isn’t really urgent, and you can address it later. All you need to do is ask this simple question of your customer: “Can I take care of it [fill in the most convenient time for you to do so]?” Sometimes, your customer will say, “Sure, that’s okay.” On those occasions, you will have gained back control of your day, and you can proceed with your plan.

Granted, sometimes it is an urgent issue. And on those occasions, you do need to take care of it as soon as you can. But if you ask the question, a good portion of the time you’ll remain in control. By asking the question, you refuse to get caught up in immediate reaction.

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