ef·fi·cien·cy
noun, plural -cies.
- the state or quality of being efficient; competency in performance.
- accomplishment of or ability to accomplish a job with a minimum expenditure of time and effort: The assembly line increased industry’s efficiency.
- the ratio of the work done or energy developed by a machine, engine, etc., to the energy supplied to it, usually expressed as a percentage.
Dictionary.com
Efficiency is important. Paperwork must be completed accurately and in a timely manner. Office procedures serve us best when they are efficient and improve profitability. We expect efficiency from our staffs and vendors…and sometimes from ourselves!
However, effectiveness is just as if not more important as efficiency. So what’s the difference?
Efficiency is doing things right. Effectiveness is doing the right things.
This certainly applies to our office procedures, but also to our Sales Processs! For example:
- Do you use a standard presentation system?
- Is it thought-out to make it easy for clients to understand?
- Are your presentations short & conversational?
- Can you open the conversation in 7 – 10 seconds?
- Can you you summarize your offering in 2 – 5 minutes?
- If you are asked to present a new product or service on short notice, can you do it with easily?
- Can you handle questions and objections with ease and effectiveness?
- Is your system transferable to others?
Consider the following basic Sales Process:
- Challenge – 60% of the presentation
- Solution – 30% of the presentation
- Call To Action – 10% of the presentation
This methodology is not only efficient, but it is highly effective! If you want to see a TEDx video on presentations by a true master, CLICK HERE.
Work Hard; Have Fun!™
Recent Comments