Tim Connor
World renowned speaker, trainer and best selling author.
Tim is the President and CEO of Connor Resource Group and Peak Performance Institute. He has been a full time professional speaker, trainer, coach, consultant and best selling author for 33 years. Since 1973 he has given over 4000 presentations in twenty-one countries around the world to a wide variety of audiences.
Each year over 85% of his presentations are return engagements for the same clients on such topics as peak performance management, effective leadership, customer focused sales strategies, personal motivation, value driven customer service and building positive business and personal relationships.
Each year he also facilitates a number of strategic planning events and meetings for many of his clients and presents several public Boot Camps. He is a results oriented business coach and consultant working with a select few clients each year helping them improve their individual and organization performance.
Tim has been a member of the National Speakers Assn. for over 25 years and he is one of only 400 Certified Speaking Professionals in the world, a designation given by the National Speakers Association since 1979.
He is the best selling author of over 60 books including several international best sellers, Soft Sell, The Ancient Scrolls and Your First Year in Sales. Since 1981 his books have sold over 2 million copies and are in 14 languages and sold in 23 countries.
Tim’s international clients range in sales from 5 million to over 50 billion a year and come from a wide variety of industries including; food, manufacturing and distribution, housing and construction, financial services, hospitality, technology and communication, and personal and professional services.
His presentations are filled with insightful and contemporary ideas and are presented in a riveting and entertaining style.
To discuss hiring Tim for your organization, contact him at:
704-895-1230 (Voice) 704-895-1231 (Fax)
View all articles by Tim Connor
Many salespeople today will waste a great deal of time calling on poor prospects – trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.
One of the key characteristics in more effective territory management is doing a better job of qualifying prospects prior to giving them your time, energy or corporate resources.
Let’s look at a few ways to better manage your resource of time and territory management.
1. Ask more effective questions earlier in the sales process.
2. Pay attention to answers to determine whether this is a good time to try and sell this prospect.
3. Develop a customer profile to use as a template for your prospecting.
4. Audit your sales call activity by dividing the number of calls you make in a week by the number of miles you drive in that week. This number will give you your call route effectiveness.
5. Spend more prospecting time getting referrals.
6. Develop strategic alliances to help you improve your prospecting activity.
7. Plan your call activities early in the week, month or day.
8. Don’t give poor prospects more time than they deserve.
9. Get up earlier.
10. Go to bed later.
11. Use this extra time for planning, thinking or evaluating your routines.
12. Develop a daily checklist of what you will need to be effective.
13. Keep accurate sales records. The more information you keep, the better able you will be to spot potential trouble areas.
14. Try to get more of your prospects to visit your location, plant or office.
15. Don’t spend time giving presentations to non-decision makers.
Even if you only do half of these, you will find your time will be better spent and you will experience better overall sales results.
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com.
