| Okay, full disclosure time... my desk is cluttered | | | | You also want to have an organized sales |
| up... but in an organized fashion. In other words, | | | | presentation. You might think of it as a road map |
| my piles definitely have an organizational structure | | | | with a beginning and an end destination. If you try |
| to them. My mail is in one section and my | | | | to close your client the first time you meet them, |
| projects are on another part of the desk. My legal | | | | or if your sales process lasts several days or |
| pad and pen or in front of me ready to take | | | | weeks, you still need to know where you will end |
| notes. I have several books within easy reach in a | | | | up and the steps it will take to get there. |
| couple of post it notes stuck to the monitor. I | | | | Without this "road map" you will more than likely |
| definitely have a method. | | | | end up nowhere near where you want to be. A |
| For the salesperson to be very productive and | | | | presentation that is organized logically with detailed |
| effective, they must be organized. Not just their | | | | sales steps is an absolutely essential tool for |
| office or environment, but also their thinking | | | | every salesperson. |
| process. Think about why this is so vital for your | | | | You should train yourself to think in an organized |
| success. | | | | manner. It is easy to tell when someone is |
| First of all to be productive, you need to know | | | | scatterbrained and gets off-track easily. Catch |
| where your client list, prospect list, and product | | | | yourself if you get off topic, or away from the |
| information are at all times. You also need an | | | | presentation and steer yourself back onto your |
| organized daily plan. | | | | map. |
| Make a list the night before you plan to work out | | | | I find that reading good news articles helps me |
| exactly what you're going to do the next day. | | | | think in a very organized manner. Also being |
| Include who you will talk to, who you plan to | | | | organized will help your client see that you are |
| prospect and write down your appointments. I | | | | going in a definite direction and not just there to |
| have found that when someone does not have a | | | | chitchat. |
| plan they end up not doing much of anything. But | | | | Buy yourself a day timer (or planner) to help |
| if you follow your list you become Mr. or Mrs. | | | | organize your day, and see your productivity |
| productivity. | | | | skyrocket. |