Time Management in Sales: How Long Should You Wait for a Client?

How long should I wait for a client or prospect if they are late? When you work in sales, this question always arises. It took a lot of effort to secure the appointment, and if you leave, rescheduling can be more complicated. So, do you stop doing other things and wait however long it takes? Reflecting on time management is crucial in these cases.

At the beginning of my professional career, eager to get ahead and prove that I was indeed good at sales, I sometimes waited for more than an hour for clients or prospects. Today, I know that my time is also valuable and deserves respect.

The Value of Your Time and Assertiveness in Sales

Effective time management is an essential skill. Think of it this way: the time you lose waiting could be spent on another client or prospect. The key is to assertively communicate to the other person that you cannot continue waiting. This also shows respect for yourself and your work, demonstrating your professionalism in sales.

Many people feel obligated to receive salespeople even when they are not interested. The right thing to do is to tell them you cannot assist them, but we all know there are always those who do the opposite. Their lack of commitment makes you wait, perhaps to discourage you. This is not the correct way to communicate, as other people's time is as important as yours.

Maintaining Opportunities with Professional Respect

If you are in sales and don't want to lose your opportunities, remember that if you assertively get them to respect your time, you also demonstrate how professional you are in your work and with your other clients. This is key for effective time management in sales.

Try it: talk to the person and tell them you cannot wait any longer, suggest making another appointment, accept the apology, and firmly and with a good attitude, ask to be received another day.