I like quotations because they bring truths into sharp focus. The following statement expresses something we all know but is often forgotten in the press of our daily activities.
"You're only really working when you're face-to-face with a customer. Everything else is only prelude."
Brian Tracy
As salespeople we only get paid for having substantive conversations with customers that lead to a sale. We have to spend time planning , attending meetings etc. but it is in our own best interest to organize your days to spend as much time as possible engaging clients. As an old telephone sales rep I disagree with the phrasing "face-to-face" and would offer the substitution "connecting" as more accurate. Keep close track of your time and do whatever you can to increase the percentage of time you are spending with the people who write your paycheck.
Keep smiling, keep selling!
Thanks Jim Busch
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