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It is not about tools but more about the mindset which he defines as a set of beliefs which govern our thoughts. It influences the way we see the world and how we interact with our family, colleagues and bosses.
10 Secrets of Time Management for Salespeople by Dave Kahle | Waterstones
The right mindset is to believe that you can be more than you are right now. This sets the book for the second secret — that you must plan before you start doing things so that you can be efficient and effective. What sort of plans should you be doing? How about yearly, monthly, weekly and daily and reviewing these plans as you go along?
Kahle encourages retreats for everyone so that they can go off, without phones ringing nor urgent meetings, so that they can do what they should have done in the first place — PLAN. What I liked about this book were the practicality that Kahle enthused. Or how about a usable way to forecast how much your business will make this year by looking at your present customers.
This, he says, is do-able and makes you see which customer you ought to concentrate your energies upon. A number of helpful diagrams are included too, as well as tips on how to ensure you always remember details about your customer, what he likes, dislikes, when he last bought from you and more.
His prospect tracking was highly useful as it gave me an idea how to further improve my own prospect tracking chart. His secret is in creating workable systems and throwing out unnecessary gunk and information.