Time Management Tips

Written by John Boe

Continued from page 1

1. Plan your dayrepparttar night before. List and prioritizerepparttar 127390 top five objectives you desire to accomplish when you get torepparttar 127391 office. Start withrepparttar 127392 number one item on your list and stay with it until it is complete. Try to dorepparttar 127393 most difficult tasks first.

2. Your first priority as a salesperson is to make appointments. If you do not have an appointment with a prospect, then get onrepparttar 127394 phone and make one. I recommend you make your phone calls inrepparttar 127395 morning when you are fresh and alert.

3. Let your friends and co-workers know when you do not want to be disturbed. Close your office door and stay focused onrepparttar 127396 task at hand. An open door invites continuous distractions.

4. Get torepparttar 127397 office early. You will never be successful inrepparttar 127398 sales profession if you get intorepparttar 127399 habit of coming to work atrepparttar 127400 “crack of noon.”

5. Avoid long personal phone calls, lunches and coffee breaks. How much of your day do you spend with a client or actively prospecting for new business? You may want to start an activity log and track how you spend your time.

6. Delegate, delegate, delegate. Avoidrepparttar 127401 temptation of doing administrative duties and paperwork. Salespeople historically tend to hide behind their paperwork. Focus your efforts onrepparttar 127402 things that you are licensed or hired to do and consider employing someone else to handle your paperwork. If you have any doubt, ask yourself “What isrepparttar 127403 best use of my time right now?”

John Boe, based in Monterey, CA, helps companies recruit, train and motivate top-quality people. To view his online Video Demo or to have John Boe speak at your next event, visit www.johnboe.com or call (831) 375-3668.

Body Language - How to Read Your Prospect Like a Book

Written by John Boe

Continued from page 1

Head Gestures: There are four basic head positions.

· Head Neutral: Indicates a neutral and open attitude.

· Tilted Back: Indicates a superior attitude.

· Tilted Down: Indicates negative and judgmental attitude.

· Tilted to One Side: Indicates interest.

Facial Gestures: Facial gestures are easy to observe but are frequently overlooked due to their subtlety. Facial gestures are vitally important because

· Dilated Pupils: Under normal lighting conditions when a person is excited about something, their pupils will dilate. Conversely, when someone is upset or angry their pupils will contract. For this very reason, professional poker players frequently wear sunglasses. Aristotle Onassis always wore dark sunglasses whenever he negotiated business deals. As a professional salesperson you should not wear sunglasses while you are in front of a prospect. Eye contact is crucial for building trust and rapport.

· Eye Rub: Indicates deceit, "See no evil." When a person rubs their eye they will normally look away from you to avoid eye contact.

· Eye Roll: Is a dismissive gesture that indicates superiority.

· Looking Over Glasses: Indicates scrutiny and a critical attitude.

· Nose Rub: Indicates dislike ofrepparttar subject at hand.

· Hand or Fingers Blocking Mouth: Indicates deceit, "Speak no evil." When a person uses this blocking gesture while they are speaking they are literally attempting to block or filter their words. If your prospect assumes this gesture while you are speaking, this indicates they are skeptical or doubtful of what you are telling them.

· Glasses to Mouth: Used to stall or delay a decision.

· Chin Stroking: This gesture is used when a person is inrepparttar 127389 final process of making a decision. When you see this gesture avoidrepparttar 127390 temptation to interrupt your prospect. Ifrepparttar 127391 gestures that follow chin stoking are positive, and it is appropriate, ask forrepparttar 127392 order. Ifrepparttar 127393 gestures followingrepparttar 127394 chin stoke are negative then you will know there is additional work to be done before you can closerepparttar 127395 sale.

· Thumb Under Chin/Index Finger Pointing Vertically alongrepparttar 127396 Cheek: Indicates a negative attitude and critical judgment. Do not mistake this gesture for interest because in this caserepparttar 127397 thumb is underrepparttar 127398 chin. When you encounter this negative gesture, hand your prospect something to force them to drop their hand away from their face.

Matching and Mirroring: People want to do business with salespeople that they like and trust. You can build trust and rapport by deliberately, but subtly, matching your prospects body language. Matching and mirroring body language gestures is unconscious mimicry. It is a way of unconsciously telling another that you like them and agree with them. For example, if you notice that your prospect is crossing their arms, subtly cross your arms to match them. After you believe you have developed trust and rapport, check it by seeing if they will match you. Uncross your arms and see if your prospect will match and mirror you as you move into a more open posture. If you notice your prospect subconsciously matching your body language gestures, this indicates that you have developed trust and rapport. Conversely, if you notice your prospect mismatching your body language gestures you know trust and rapport has not been established andrepparttar 127399 sale is in jeopardy.

John Boe, based in Monterey, CA, helps companies recruit, train and motivate top quality people. To view his online Video Demo or to have John Boe speak at your next event, visit www.johnboe.com or call (831) 375-3668.

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