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Lunch is for Losers Part 1

 

Guest articles > Lunch is for Losers Part 1

 

by: Daniel Milstein

 

As a salesperson, every second time spent in the office is a sales opportunity. I almost never go out to lunch -- not with a Realtor, lender or Gold Star loan originator. That is because lunch is for losers, which might sound extreme but is actually a very solid concept. In fact, I rarely ever leave the office in order to make myself constantly available for new sales.

I first recognized the benefits of in-office lunches shortly after opening the Golden Rule office. Up to that point, I had been so busy working with customers and developing our systems that I didn't have time to leave the office for anything. One day, a sales associate went out to lunch while I continued to talk with customers and prospects. During his brief break I obtained three new clients. When he returned, I kidded him that “While you were away, I took all the calls, a few of which would have been yours. I hope your hamburger was worth the $3,000 (commission). From then on, he was more hesitant about going out to lunch, and I was convinced that desk lunches were profitable.

Salespeople often believe that they need to take their major clients and referral partners to lunch as a way of cementing relationships. It usually isn’t required. Most customers appreciate that you are busy and work through lunch. It shows you are popular, an experienced expert with whom they want to do business. Realtors, builders, attorneys and other strategic partners know that I am always available to take their calls.

Every minute you are out of the office you are allowing yourself to miss any potential sales call made during that time. If you work smarter, your dedication will pay off.

 


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.


Contributor: Daniel Milstein

Published here on: 09-Jun-13

Classification: Sales

Website: http://amzn.to/ABCARTICLES

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