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I was teaching a sales class earlier this month and I asked everyone to pause for just a moment and to take a look at their watches.

“Let’s see how long a full minute is. 60 seconds. Just be quiet for that period of time.”

BTW – You can try this right now. Just pause reading for a minute and hit the timer on your watch / phone / computer.

Ready? Go.

When the minute ended, everyone looked up and knew exactly what I was going to say. “That is a long long time!”

  • Consider the call quality you can have in just one minute if you plan properly.
  • Imagine the information you can discuss in a minute.
  • Think of the questions and answers you can exchange in a minute.

Why is this important? Because in every single minute of any selling year, time is your greatest enemy.

Every time I’m teaching a class I hear the same complaints; “I cannot make my quota!” , or once again going back to time “There’s not enough time to prospect, nurture,  propose and close.”

Now if that one minute affords you opportunities like we have just discussed, imagine what an hour can bring. Or a full day!

If you look at each minute as a potential selling opportunity and you are diligent – reducing wasted time and unneeded documentation – watching the clock as if you were an athlete – then you can get more done in one hour now than you did before reading this post. Quota is there for the making.

CEO , OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.
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CEO , OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.

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