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11 Secrets of Time Management for Salespeople, 11th Anniversary Edition: Gain the Competitive Edge and Make Every Second Count by David Kahle

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Time-Management Secret #5: Stay on Top of the Flow

It would be easier if a salesperson’s days were stable and predictable. Then, many of the guidelines articulated by the generic time-management books would apply.

Unfortunately, that’s not the case. Although it is important to thoroughly plan the day, it is just as important to recognize that some days don’t go according to plan. Many days are like a fast-moving, swirling stream. Customers call with urgent problems. People aren’t there for their appointments. New issues come up and take more time. Customers’ agendas are longer than expected. The boss calls with an urgent request. You know the drill. On many days, in spite of our best plans, things just don’t go the way we expect.

If you’re caught ...

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