I am referring to actually seeing your customers, doing what I call CFT “customer facing time.” In sales, CFT is what matters. I talk a lot about this term in my new book, A Mind for Sales. Customer facing time is the amount of time you spend talking with a customer / prospect or actively engaging with them. If you want to close more sales, you need to increase your CFT; there is definitely a direct correlation between the two.
Video: Spending More Time with Customers- https://youtu.be/XZDFS56TO9A
I hate to break it to you, but you’re not going to get into the Top Producers Club or the President’s Circle by having your CRM (customer relationship management) perfect. Sorry, that might keep your boss off your back, but it’s not crucial. CRM may be what puts bonus / commission money in your pocket, but your CFT is most important. Too many times, I see
