The majority of people in the sales force spend an average of no more than two hours out of their day actually selling.
This fact is astonishing for two reasons. One, how do we as sales people manage to meet our goals. And two, why on earth are we in sales to begin with?
The lack of hours spent selling in our work week is understandable. Lets face it. The paperwork alone can take up half of your day. Not to mention the phone calls, the problem solving, putting out fires, etc.
There are many challenges to be faced throughout the day.
Why is this? Why does this happen?
It is all believed to be a mind set, and a very dangerous one at that if you plan to survive in the world of retail.
Because problem solving and handling customer complaints is a difficult challenge we must face on a daily basis, we automatically believe that this should take priority over our selling, because we see the selling as fun and rewarding.
All the other issues can be stressful, so we tend to want them out of the way so we dont have to worry about them.
Yes, dealing with current customers and building the relationship is very important, but your...
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