Time isn't always a friend of busy sales consultants -- that's why practicing good time management is a must. Managing your time well can lead to more sales, more leisure time and less stress.

The golden rule in selling is if you keep your customers happy, they will recommend their friends and keep coming back time after time. If you don't forget your customers, they won't forget you.

Always look at the long term. Don't treat sales as one-time deals. Even if you spend 10 minutes each day on service, you will see surprising and satisfying results.

Plan a few minutes in your day to call up a recent customer, find out how the product or service is doing, if any changes have occurred, and ask if there are any additional services you can provide.

If the customer is happy with the sale, it will be an opportune time to ask for referrals, too.

A fair number of salespeople forget this small but very important step. Take time to immediately schedule a follow-up call as soon as you make the sale. Put it in your calendar and jot down the details of the sale while the event is still fresh in your mind.

Also, take time to schedule service calls at appropriate intervals. These appointments of regular contacts assure the customer of your continued interest in his satisfaction.

It increases rapport; and every contact may reveal new problems and needs the customer is facing. In addition, you may have the answer to his or her new problems in the form of additional products or services your company sells.

Happy customers provide referrals, which makes your prospecting job easier. It's a true win-win situation. All it takes is time and planning on your part.


-- Source: Roy Chitwood is an author and consultant on sales and customer service. He is the former president and chairman of Sales & Marketing Executives International and is president of Max Sacks International in Seattle.