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SALES MEETING TOOL KIT: BETTER TIME MANAGEMENT |
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 Better Time Management, Introduction Component 1: Facilitator Talking Points Component 2: Better Time Management Agenda Component 3: Handout 1, Time Log Component 4: Handout 2, Tips for Better Time Management Component 5: Activity 1, Setting Your Priorities Ratings Scale Component 6: Activity 2, Setting Priorities Response Sheet Component 7: Handout 3, Tips for Using Scraps of Time Component 8: Activity 2, Suggestions for More Efficient Ways Component 9: Handout 4, Time Management for the Time Challenged Component 10: Activity 3, Avoiding Interruptions Component 11: Activity 3, Suggested Answers for Avoiding Interruptions Component 12: Other Resources |
Component 11: Activity 3, Suggested Answers for Avoiding Interruptions 1. Bob has a listing presentation in two hours for a beautiful house he’s sure will sell immediately. He’s working away reviewing and polishing his presentation when Les sticks his head in the door. “Bob, I need some advice on how to convert a FSBO in my market. You’re so good at that.” What could Bob say to show his willingness to help Les but avoid interruptions? Refer him to someone else: “Les, I’d love to help you, but I’m on a deadline right now. Why don’t you asked Carmen. She listed two FSBOs last month, and I know she’s in the office today. Schedule another time: “Les, unfortunately, it’s really important that I finish the listing presentation now. If you haven’t set up an appointment with the owner yet, I’d be happy to talk to you at 10 tomorrow morning and see if I can be of any help.” Answer the question briefly: “Les, I’ve always found that the best technique for converting FSBOs is showing them how many hours you usually spend to close a sale. Once they see the time it takes, many owners are relieved to hand off the job to a professional.” 2. Sue is the acknowledged office expert on technology. She has just returned from an entire morning of showing properties to an out-of-town buyer and has 20 phone messages to return before 5:00 p.m.. Her fellow associate Rickie comes in to ask Sue’s help in programming his brand-new PDA. This is the fourth time Rickie has asked for help this month. How can Sue say “no?” Just say “no.” Politely but firmly. Vague answers just offer encouragement. Explain the reasons for her refusal. “Rickie, I’d like to help you, but if I spend time with you, I’ll have to sacrifice the time I promised my son to help him with his hitting. I have to make my family a priority.” Offer an alternative. “Rickie, why don’t you call the tech support number for your PDA’s vendor? The call is free, and the last time I called the technician was very helpful.” 3. Jeff is a great sales manager in many ways, but he loves meetings. Oscar estimates from his time log that he has lost 10 hours this month to unproductive meetings. What can he do to avoid losing 10 more next month? Review the agenda, and go only to the part of the meeting that has value. “Jeff, I can’t stay for the entire meeting, but I’m very interested in discussing the new company Web site. Could you make that the first item of discussion?” Send a written statement as a substitute. “Jeff, I won’t be able to attend the meeting, but since you asked for my input, I’ve written up a few ideas on the new marketing campaign.” Ask to receive copies of the minutes. “Jeff, I’m sorry I can’t attend the Monday meeting, but please give me a copy of the group’s conclusions so I can stay informed.” Several of these suggestions for addressing interruptions were compiled and adapted from The Time Trap, by Alex Mackenzie, (American Management Association, 1990) Component 12: Other Resources |