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Thursday, March 28, 2013

Early? Late? On Time?

Woody Allen said, "Eighty percent of success is showing up."

And, although he was making a joke when he said it, he makes a pretty good point. I’d like to take it one step further: 80% of success is showing up on time.

To quote a boss of mine when I was just starting out:

If you’re early, you’re on time.
If you’re on time, you’re late.
If you’re late, you’re fired.

His philosophy was that, in sales, being at least 10 minutes early was acceptable and anything after that was late.  He suggested that the amount of time needed to get to an appointment should be doubled to factor in possible delays. If you arrived early, that time could be used to review objectives and questions, and to run through your opening.
Time is a precious commodity for business executives, so there is no justifiable reason for a salesperson to be late to an appointment. 

  • If you can't arrive on time for an initial sales appointment, will you deliver on the promises you make during subsequent sales conversations?
  • If you can't arrive on time for an initial sales call, will you show up on time for future meetings?
  • If you can't arrive on time for a first appointment with a prospect, do you actually respect that person's time?

You only get one chance to make a first impression and if you arrive late for a sales appointment, that impression won't be positive.


NOTE: Don’t forget to grab the free Time Management Report above (just click on the cover and it will take you to where, on the right hand side of the page, at the top, is the quick form to get the report for free.

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