Spending too much time on your paperwork when talking with a client?

Here's a tip for being more organized when you're with a client. I do it for every service call I go to. It helps me remember client's names and aids in the qualification process.

Before you get to a call, take a fresh invoice and write in the client's information. Name, address, contact info.

Having this information written down will help you focus more on the sales process, instead of worrying about paperwork.

At the appointment, have your paperwork out and ready--you can't get an authorization if the paperwork is hidden away in your clipboard.

After your presentation, and you start receiving positive buying signs, ask for confirmation that the written information is correct. Asking about the information is a qualifier that they are ready to do business with you.