What is more important in sales, being efficient? Or effective? After all, everyone nowadays is busy. Don't you want to do the more optimum thing vs doing something that's inefficient? The answer might surprise you!

1. By Robert Boog author of
Selling Outside the Square
Being Effective vs Being Efficient

2. Defining our Terms
 Being Efficient: performing a task
in the most economical manner
possible.
 Being Effective: doing things that
take you closer to your goals
without a time limit. No matter
how long it takes, or hard it is to
do them, as Larry the Cableguy
says, you will “Gitter Done”

3. In Sales it’s Better to Be Effective than
Efficient
 Why? Mainly because you can be efficient at a
task but the task might not important!
 In other words, just because you are BUSY does
not mean you are also being PRODUCTIVE.
I can be on the computer
all morning. But if I’m
just checking emails and
playing Solitaire –is that
really being productive?

4. I can mail 5,000 postcards and get ONE response.
 Or personally call on 50 people and take 3
orders.
Which one is MORE effective?
Which one is more of a pain to do?

5. It’s Good to Ask Yourself
Is there a more efficient way to do something?
 But an even BETTER question is: How can I be
more effective?
 “A male doctor would snap to attention at a mere
whiff of perfume or a glance at a pretty [sales]
girl, his instinctive desire to reproduce having
kicked into gear.” James Reidy, Hard Sell

6. Most People Try to Avoid Pain but..
 The MORE effective solution is often the
MORE time-consuming, laborious, or painful
one!

7. How Being Effective Relates to You
 Customers want to know
what your product or service
can do for them.
 They don’t want to feel
like a number.
 They want to feel like you
understand them and
their pain; that your
product or service will
truly help remedy what
ails them.
 They also want to trust
you.

8. What this Means to YOU
 Because customers want to know what
your product or service can do for them,
 Can you show them via Skype or aYou
Tube video or aVideo Conference?
 They don’t want to feel like a
number, so
 Can you engage with them –via Social
Media: Facebook orTwitter, or a text?
 They want to feel like you
understand them and their pain
 Can you show them that you care with an
unexpected surprise, bonus or coupon?

9. The Great Grandma Effect
Don’t try to rationalize by saying this is the way
we’ve ALWAYS done it. Split-test to be sure
that it’s the most effective way.

10. Bottomline: Try to Be More Effective
 Being busy does not relate to
being productive.
 Sometimes there IS a reason
why things are done a certain
way.
 Sometimes there is NOT, so
be open to change.
 Change is Here – welcome it!
 Search for ways to be more
effective!

11. Thanks for Viewing
 You can check out my video sales course
 Selling Outside the Square and Making Extra Money
 By just CLICKING HERE