Experience and research show that top closers in sales respect their time.
If they lead the prospect through the selling process and there doesn't seem to be a close in sight, they are ready to wrap that up. And move on to other prospects as well as attempts to win back accounts which left.
Time, they know, is money.
That's exactly what America's founding father and brilliant world diplomat, Benjamin Franklin, hammered. And, that's what we have to make a priority when we sell ourselves for jobs and assignments: Time is money. That will prevent prospective employers, temp agencies, and future clients from treating us with disrespect. That is, they won't waste our time.
Last week, that's the rule of doing business I had to follow. A prospect from a year ago returned. I had terminated the selling process back then because she changed her mind twice on what she said she wanted. Both times I had created a proposal.
Shame on me for responding to her email this time. She explained she had changed. She was ready to do business. She explained what she wanted. I created a proposal. Again she changed her mind.
I had my lawyer send her a message not to contact me again. Of course, I ask msyself: Was it a mistake to try to make that situation pan out another time?
Yes. And, no.
Yes, the first time around was a real time-eater. It was reckless of me to try it again.
No, it made sense since she was talking of having a book ghostwritten. That's a big-ticket item which pays well. It was worth a second try.
Although there are no absolute answers about what kinds of searches for work we should pursue, we have to develop a sixth sense about what will not only waste our time. But, make us feel foolish - and depressed. The past few days had been an emotional low. I kept kicking myself: I should have known better.
You can prevent regret and keep your enthusiasm up if you keep as your number-one guideline for selling yourself: Time is money.
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