Thursday, July 16, 2009

Your Schedule

This is a lesson I have to force myself to relearn every once in awhile:

Daily Sales Tip: Cushion Your Schedule

Phone calls, drop-in visitors, commuting time between appointments, and emergency calls from customers with problems will continue to be problems no matter how carefully you plan.

As a general rule, add about 20 percent to the estimated time you think an activity will take. This should give you enough leeway to react to serious unanticipated problems while focusing most of your attention on scheduled priorities.

Source: Adapted from The New Science of Selling and Persuasion by William T. Brooks, CEO of The Brooks Group (2009)

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