Surprising but true. In many cases scheduling a meeting or a demo has become a practice by default.

Like everybody else your Sales People also work on limited time schedules. Activity cannot be undertaken to fill time. Instead time needs to be apportioned right for Achieving Results.

If the Sales Person does not know why a client needs to buy there is no cause to apportion time for a call on this account. If there is to be a call it would be to find out why & how there could be a fruitful transaction on this account.

Let us be brave enough to state so to ourselves and go about our work. What this implies is that this account has not yet entered the domain of Prospective Buyers For the Current period.

During the training sessions I conduct many queries crop up and the ones that I shall currently refer to are related to forecasting  performance and achieving it in time.

The query at this stage comes from the Sales Person. This Sales Person is normally well read, keeps himself updated and does not like to be treated like a kid at School. Besides  he is normally so occupied in his work that he does not fancy an indulgence in Academic Exercises.

Now, there is a normal pause and accompanied by a sneer we have brought in a new term The Current Period .

This sets the mood for the interaction.