We all know how important getting a ‘yes’ is, but how important is the word ‘no’ in sales? For some companies the word ‘no’ is just as (if not) more powerful than a ‘yes’.
The number one killer of value in any sales model is time wasting and salespeople not knowing where and how to apply their time. I call this scenario ‘The Black Hole effect: lots of time going-in but nothing comes out, ever! By out, I mean productivity, tangible value, results and outcomes.
I have talked in past blogs about ‘Crazy Customers’ and their damaging effect on time management and sales-performance. The key to eliminating times wasters is to get comfortable with saying the word, “No.” As a salesperson you need to know your place; and that is in-front of customers. But not just any customers, the right customers! When I’m working with a sales team, I always look for ways the salespeople can maximise their time, value and output. The first place I start is in understanding where salespeople add most value and structuring their time more in that activity, and to create support structures around them to allow them to do so.
Last week I flew from Melbourne to Sydney to conduct a two-day, 60 salesperson sales training session for a large kitchen and electrical ware supplier. 
Its fare to say that I’ve been around the sales-block a time or two, or maybe three but who’s counting?