Focus on your most important investment

Almost all successful sales people focus on three key things: their time; their objectives when dealing with clients; and what not to do to succeed.

The first and perhaps most important of these is time. No matter how wealthy, talented or successful we become, time is the one thing we can never get enough of. The top 10% of performers are acutely aware of the value of their time. As a result, they spend the most time doing those activities that make them the most money, and little time doing those tasks that earn them little or nothing.

When it comes to sales, this boils down to focusing your time on the three Holy Grails: Prospecting, Presenting and Closing. Notice that all three of these activities involve being face-to-face with prospects or customers. That