m clients who’ve bought from me. This is a real goldmine as any sales champion knows. Referrals are usually highly qualified and therefore much easier to sell to.

Finally I keep a file each for networking events and a ‘recontact’ file. I use my networking file to keep any p

The best salespeople in the world are also the best organisers. The true sales champions keep them selves organised with effective time management and an efficient filing system. Did I say filing? Yes, filing. To earn the big money in selling you have to make the most of your time and that means being organised. To keep yourself organised, productive and stress free you need an effective filing system either on your laptop or at your office or both.

I personally like to keep four files to keep myself organised. You can keep more if you like, but I like to keep it simple. The first file I keep is my ‘client’ file. This is obviously the file for my prospects and I subdivide it into categories depending on how qualified they are. This helps me to devote the most of my time to those who are most likely to make a buying decision now and thus I make the most out of my time selling. Don’t you think it makes sense to spend most of your time with the people who can say yes now?

The second file I like to keep is for referrals. This is where I but the contact details of any referrals I manage to get from clients who’ve bought from me. This is a real goldmine as any sales champion knows. Referrals are usually highly qualified and therefore much easier to sell to.

Finally I keep a file each for networking events and a ‘recontact’ file. I use my networking file to keep any po

e and that means being organised. To keep yourself organised, productive and stress free you need an effective filing system either on your laptop or at your office or both.

I personally like to keep four files to keep myself organised. You can keep more if you like, but I like to keep it simple. The first file I keep is my ‘client’ file. This is obviously the file for my prospects and I subdivide it into categories depending on how qualified they are. This helps me to devote the most of my time to those who are most likely to make a buying decision now and thus I make the most out of my time selling. Don’t you think it makes sense to spend most of your time with the people who can say yes now?

The second file I like to keep is for referrals. This is where I but the contact details of any referrals I manage to get from clients who’ve bought from me. This is a real goldmine as any sales champion knows. Referrals are usually highly qualified and therefore much easier to sell to.

Finally I keep a file each for networking events and a ‘recontact’ file. I use my networking file to keep any p

like to keep it simple. The first file I keep is my ‘client’ file. This is obviously the file for my prospects and I subdivide it into categories depending on how qualified they are. This helps me to devote the most of my time to those who are most likely to make a buying decision now and thus I make the most out of my time selling. Don’t you think it makes sense to spend most of your time with the people who can say yes now?

The second file I like to keep is for referrals. This is where I but the contact details of any referrals I manage to get from clients who’ve bought from me. This is a real goldmine as any sales champion knows. Referrals are usually highly qualified and therefore much easier to sell to.

Finally I keep a file each for networking events and a ‘recontact’ file. I use my networking file to keep any p

now and thus I make the most out of my time selling. Don’t you think it makes sense to spend most of your time with the people who can say yes now?

The second file I like to keep is for referrals. This is where I but the contact details of any referrals I manage to get from clients who’ve bought from me. This is a real goldmine as any sales champion knows. Referrals are usually highly qualified and therefore much easier to sell to.

Finally I keep a file each for networking events and a ‘recontact’ file. I use my networking file to keep any p

m clients who’ve bought from me. This is a real goldmine as any sales champion knows. Referrals are usually highly qualified and therefore much easier to sell to.

Finally I keep a file each for networking events and a ‘recontact’ file. I use my networking file to keep any possible leads I generate from any networking events I get involved in and I use my recontact file to keep track of people I need to establish contact with. For example a client who purchased my product some time ago and now would be possibly ready to buy again. Maintaining contact file would probably be a better name for this one because I try to make sure I never lose contact with any clients after they buy from me. That way I’m always positioned in front of them to receive referrals business or if they’re ready to buy again I’m right there waiting to serve their needs. I try to do more than just email to maintain contact. Anyone can send an email and it can be seen as an obvious ploy for more business and insincere. I prefer to do things like send Christmas cards with a picture of my family on them thanking them for their business and wishing them a merry Christmas. You get the idea; be genuinely interested in how your clients are doing and they’ll be interested in how you’re doing.