How to use windshield time
This week in our local weekly business newspaper, a well-known sales coach offers up some suggestions for how the busy and motivated sales person can use their “windshield time” – the time they spend behind the wheel, going to and from sales appointments – to increase their chances of a successful sales call. He encourages them to use the time to anticipate or reflect upon the appointment, and gives suggestions such as:
- Listen to CD’s that inspire and motivate you.
- Voice-to-text yourself the primary questions you want to ask your prospect.
- Listen to the music that gets you pumped up and excited to go in and be your best!
But, I’ve got a better idea for sales people and everyone else behind the wheel: stop fiddling with the knobs, buttons and electronic devices, and pay attention to your driving. Hurtling around town in a 3,000-pound-plus automobile carries with it a responsibility – primarily, the responsibility not to harm others. You are far less likely to cause harm to others if you are paying attention to the road.
I know this might put a cramp in your style if you’re a sales person who drives to and from appointments and needs to squeeze productivity from every second of the day. But let’s face it: if you cause an accident on your way to that sales call because you were digging your favorite motivational disc out of the console, you’re going to be late and blow the sale anyway.
Believe me when I say (and this applies to everyone, not just sales people), everyone who is in your path appreciates your attention to the task of driving.
Would that we all were using our “windshield time” to see and process what’s actually happening on the road ahead of us.