Make 2007 Your Breakout Year - The One Step That Can Make It Happen
Here are seven expensive ways sales professionals slash their income. How many are relevant to you?
1. Not having a specific phone time scheduled into your calendar every day. If a regular phone time isn't scheduled, you won't set nearly as many prospecting appointments.
2. Not dedicating this hour to one and only one thing - setting appointments for selling. Time after time, we see sales people destroy their phone time by handling service calls, calling the home office, attempting to close a sale on the phone, etc. Prospecting phone time is for one thing - setting prospecting appointments.
3. Cannibalizing phone time by seeing prospects instead of phoning. Since you can set up to five appointments in an hour on the phone, seeing one person instead of setting five appointments puts you in the hole that is very difficult to get out of. Don't schedule any appointments or conduct meetings during your phone time.
4. Wasting phone time looking up telephone numbers, shuffling prospect cards, deciding who it "The Best" prospect to call today, or organizing your files. The scheduled phone time should be the very best time to reach people in your target market. Maximize that hour because you can set more appointments during that one peak hour than you can with any other two hours of the day. When you call makes a big difference.
5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis
6. Not having specific goals for dials, contacts, and appointments set. Without minimum daily goals for these activities, there is little chance you will reach your income goals.
7. Not using appropriate technology. With use of the low cost tools such as headphones and speed-dialers, you can easily achieve a rate of at least thirty five dials an hour. With a strong stream of qualified referrals, you can easily set 3-5 appointments in an hour.
By avoiding the sins above, you can set 5-10 more appointments per week - just by dedicating one hour a day to prospecting. If you consistently see 5-10 more prospects per week, high much more income will you earn this year?
Related Tags: sales, growth, time management, productivity, prospecting
For a free copy of "10 Steps to Maximizing Sales Appointments", contact us at http://referralmastery.com
Center for Professional Achievement, Inc. 2007 All rights reserved.
This article may be reproduced as long as all contact information on Michael Brizz is included.
Michael Brizz, CMC is President of the Center for Professional Achievement, Inc. and developer of The Referral Mastery System and http://referralmastery.com For 18 years, the Center has specialized in helping sales professionals drive rapid business growth, build strong positions in profitable target markets and operate their business to operate "by referral only." Mike speaks frequently to leaders conferences across the country. He personally coaches many of the top sales professionals in the United States. He can be reached at 800-865-2867 or by visiting http://www.referralmastery.com/
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou
