Sales training ideas – How much face-to-face time are you getting?

If you are strictly in telephone selling, today’s blog post really won’t relate much to you. If you are in face-to-face sales, how much face time are you getting these days?

They say that in a tough economy, the average salesperson cuts face-to-face calls by 37%. This can be due to several factors, one: trying to cut costs, two: hiding behind the phone and e-mail because of all the bad industry news, and three: less work is easier than going out and making those calls.

In a tough economy, or during other difficult times in your industry, you want to be making more calls not less, working harder, not pulling back. You need to get to your prospects and customers and let them know you are still out there, but you also need to get to the competition’s prospects and customers because chances are, the competition is getting to them less.

The bottom line: Try to INCREASE the amount of face-to-face time you spend with prospects and customers. Now, more than ever, it is very important to stay in touch with prospects and customers but it is also a great time to get out and expand your business.

John Chapin – co-author of Sales Encyclopedia   www.completeselling.com