[Fredslist] (Promo) ROT

[Adrian Miller]

Don’t You Want ROT (Return On Time)?

Business owners and accountants are constantly crunching numbers to  
determine their company’s return on investment (ROI). For many  
salespeople, this general accounting concept can be somewhat foreign.  
But, instead of ROI, ROT should be at the forefront of their minds.  
What is ROT? It’s short for ‘return on time’ and it’s a figure that  
must be considered with every customer contact and connection.

As salespeople, we all figure out ROT naturally in our heads each and  
every day. It’s just part of what we do. Prospects who quickly  
convert into customers have better ROT than those that require major  
amounts of hand-holding through the sales process. Customers who  
reorder without repeated reminders and follow-ups have more desirable  
ROTs than those who you end of calling over and over again for a  
sale. The concept isn’t difficult to understand.

However, the aspect that is often overlooked is our own role in  
improving our personal return on time. Yes, we all play a role in  
this rate. How we follow-up and follow-through directly affects our  
ROT for every customer and prospect. Simply put, if you’re not taking  
the opportunities to stay connected with those who are buying or  
might be buying from you, you will never be in the position to get  
any return on your time.

Simple strategies for improving your ROT

Research and Ask the Right Questions
Finding out about a potential customer early in the sales process  
provides ample ROT. The more you know upfront and the more you can  
gather directly from them before you invest hours of your time on  
presentations and sales calls will help you tremendously with fine- 
tuning your message and making a sale.

Be a Resource
Your ROT will diminish as more and more vendors appear on your  
prospects/clients radar. Don’t be “just another salesperson” who is  
trying to make a sale. Instead, invest in the time to become a  
trusted resource for information. By adding this to what you have to  
offer, sales come quickly as a natural part of your business  
relationships.

Cross Sell and Up Sell
Cross selling and up selling both provide better ROT than always  
chasing after new business. Look for opportunities within the  
organizations that you’re already selling to and probe for new  
avenues for making sales.

Don’t Stop
Finally, don’t stop once you you’ve made a sale. A little time  
investment will demonstrate that you are still attentive and  
available for when your customer wants to purchase again. You will  
always have the best ROT for those who become loyal, repeat customers.

Adrian Miller Sales Training
516-767-9288
516-445-1135 (cell)
www.adrianmiller.com
http://www.adrianmiller.com/blog/

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See my book: The Blatant Truth: 50 Ways to Sales Success" at
http://www.theblatanttruth.com/

"What if we train them and they leave? What if we don't train them  
and they stay?"






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