Spend More Time Selling

ign="center">exists except for you, and bang out your phone calls!
Spend More Time Selling/By J.ConnersMore than likely between 1pm and 3pm you will be
On average a sales person spends less than twogetting peoples answering machines, no problem, this is
hours per day selling their products. This statistic neverexactly what you want. Your goal should be to leave
seized to amaze me, even though I had often foundtwenty to twenty-five messages during this time. On
myself being an active participant of its findings.average, two of these prospects will return your call.
Lets face it, if we spend so little time in our day selling,Think of it this way, it's no different from a mailer or a
why are we in sales to begin with?door hanger, except it's better because it is
There is no such thing as an easy day in the mortgagepersonalized with your voice!
industry, it is filled with many challenges from follow upStill reading? Good, here's another hint
phone calls, to problem solving and research, which, inMake an attempt to spend at least one hour per day
the end, leaves very little time for sales, or so we think.to learn something new about sales. Trust me, no
Here are a few tips for increasing the amount of timematter how much you already know, there is still an
you spend selling during your work day, follow theseocean of sales knowledge you still don't know.
simple steps, and I am sure you will find yourself takingFor starters, you can subscribe to a Sales magazine
quite a few more applications through out the week,(expense it if you can) and read it regularly, take it with
and most of all, putting some fun back into your workyou when you go to lunch, or if you take a coffee
day.break. Better yet, make it as much a part of your
It is understandable that your work day will not bework day as checking your e-mails, make it the first
without its set of challenges, such as research, puttingthing you do when you come in, from 9am to 10:00
out fires, scheduling appointments, retrieving e-mails,a.m. read about the sales industry, it's a great, and
and responding to the many phone calls you receivepositive way to start your day.
during the day.If the magazine doesn't suit your needs, find a book on
It is common knowledge in the mortgage industry, thatsales, there's only a million of them, many are on the
the best time to make your sales calls is roughlyNew York Times best seller's list, that alone should tell
between 5pm and 8:30pm, this is true.you something. Commit yourself to reading fifteen to
Try this simple technique if you have not already. Fromtwenty pages per day!
1pm to 3pm, find a secluded place in your office whereKeep reading
you can hide out so you can concentrate on makingThese two simple steps alone will add three hours of
phone calls, if a secluded place is not available, thanselling to your work day, and undoubtedly add to
work from your desk, however, make everyone inincreased production.
your office well aware that you are making sales callsWith just a small amount of discipline and commitment
and that you are not to bothered, regardless of theon your part, you'll be back to doing what you do best
reason (barring major emergencies of course). Kindlyand loving every minute of it. Besides, this is the reason
ask them to hold all your messages until you areyour in sales, to sell! Don't ever lose sight of that!
done.(I have no doubt you will get your boss's approvalIn addition, your amount of applications per week will
on this).increase, which will ultimately lead to more closed
Once you have started don't stop for anything, don'tloans.
surf the web or get side tracked by conversationsBest of all, you will be having fun and your day will fly.
going on in the office. Act as if no one in your office