The Negotiator Magazine

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Action-step. This one is so easy it hurts! Start every day with a written list of what you want to get done during that day. Using numbers, be sure to prioritize your list. Do one thing at a time. Do the most important thing first. Don't do anything else unless it's more important than the next most important thing on your list. I told you this was easy - easy to say and hard to do.

12. Giving a "Gazillion people" your cell phone number. I've heard all the reasons why salespeople give every body their cell phone number. I know why people print their cell phone number on their business cards. I know why salespeople do this but I'm not sure it makes any sense.

Well it does make some sense if you're the kind of salesperson, who after giving 50 or more prospects/customers your cell phone number, goes immediately to a tattoo parlor and has 24/7 tattooed across your forehead. Maybe it would make some sense if you had the only cell phone in your sales territory. That would be a clear advantage for you. Whenever you give somebody your cell phone number it becomes the default number which people use to call you. The more people you give your cell phone number to, the more people will dial your cell phone number every time for every minuscule reason they want to talk to you.

You may like it this way but I sure don't. I have two cell phones- one in my car and one in my briefcase and I use them exclusively for making outbound calls. Until you experience this - you won't realize how much control over your life you give up every time you give someone else your cell phone number.

Action-step. Here's a suggestion. Get a stamp that allows you to print on the back of your business card the times during the day you check your voice mails and e-mails. Tell your customers, except for two or three of your biggest, you're disconnecting your cell phone number because it's taken over your life. My guess is you'll get some well deserved empathy and sympathy.


Jim Meisenheimer, CSP, is a professional speaker, sales trainer, and personal coach. He shows salespeople and sales managers how to increase sales, earn more money and have more fun and how to do it in less time. His newest and fourth book is entitled The 12 Best Questions To Ask Customers. For more information about Jim's presentations and consulting services, contact the Frog Pond at 800 704-FROG (3764) or e-mail suzie@frogpond.com

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July 2005