Having trained thousands of sales people during the past twelve years across Asia Pacific & the Americas, it is clear to us at EffectiveCommunication.com.au (EC) that it is typically simple disciplines that when applied can improve client relationships and ultimately sales results from strength to strength. And the best part is, anyone can do them.

Here are just six (6) disciplines to support your future sales efforts:

1.  Never end today until tomorrow is planned

Don’t allow yourself to start the day still trying to figure out who you need to call and what you need to do.
If you do wait until the morning, you’ll waste valuable time that could have been spent selling. 

The key is before the current day ends, always plan the next day specifically with who you’re going to call and what you are going to do.

2.  Don’t sell to non-motivated buyers

This sounds basic, but far too much time is spent (wasted) dealing with prospects who have little intention to buy.  With each call you make to a prospect, you must find a reason to connect with the person again. If not, move them to your marketing list.

3.  “5 After 5” - Optimizing Mondays & Fridays

Just because it’s Friday afternoon, don’t think there aren’t sales to be made. Same can be said for Mondays.

Regardless of what you might think, there are always opportunities to be selling, and that is why top performers love to do “5 after 5.” 

This means making 5 more sales calls after 5pm.

You never know who might need your call, company, products and services at that time!

4.  Ensure purpose with every call

There is no such thing as a “fact-finding” call or an “introductory” call.  

Every call deserves purpose.

Great salespeople never miss the opportunity to express their purpose with every prospect / client contact, if for no other reason than to gain agreement about a reason to move forward.

5.  Listen more & talk less

Selling faster does not mean talking faster. In fact, it usually means just the opposite. It means talking less to allow the prospect / client to talk more.

There’s no way we will ever know what the prospect / client is looking for unless they’re given the opportunity to talk.

The key is to make sure when you are talking you’re not preaching, but rather asking great questions.

6.  Believing in yourself & what you sell

How can we ever expect a prospect / client to believe what we’re saying if we don’t believe in ourselves?

What this means with regard to selling faster is simple: It means great salespeople don’t experience slumps and periods of low productivity; rather, they’re always focused on making it happen.  They believe in themselves and their products and services including the investment value.

These six (6) disciplines to ‘Sell More in Less Time’ are not rocket science, which is why anyone can apply them.

Now ask yourself, “What’s holding me back from speeding up my sales?”



All the best with your future sales!