There are two rules our targets play by when they answer the phone. Ignore them at your peril.
Remember the movie, Ground Hog Day? Bill Murray kept experiencing the same day, over and over again, until he finally addressed what was causing it.
So, what does that have to do with appointment setting? It’s this. We seem to hear the same thing when we ask for appointments, over and over again. Yet, many of us are not yet prepared to handle those responses. I have an old saying, “Shame on us if we’ve heard the same response more than three times and we haven’t taken the time to prepare how we’re going to handle it.” It becomes our own personal Ground Hog Day. Continue reading “What does the movie Ground Hog Day and appointment setting have in common?”
An article from the Harvard Business Review.
Sales training, when coupled with ongoing coaching works, period. According to the Sales Executive Council, sales professionals that receive fewer than two hours a month of coaching average 90% of their assigned quota. Those that get more than three hours of coaching per month average 107% of quota. Continue reading “Where is the biggest payback in coaching sales professionals?”
It’s both an efficiency and effectiveness issue.
Should we canvas for Initial Appointments or use the phone? In environments that require a lot of appointment setting with new targets, it’s a question that gets asked a lot. So what’s the answer? Continue reading “Ten questions to ask to determine whether canvassing for Initial Appointments makes sense in your selling environment”
Your own belief system may be holding you back.
There is a concept in psychology called, ‘Learned Helplessness‘. It means that when we experience something often enough, we can develop a belief that supports that experience. With cold calling, we hear the following comments from people all the time. “Cold calling doesn’t work.” “Leaving voicemails doesn’t work.” “I won’t use scripts because it makes me sound canned, like the proverbial telemarketer reading their script.” Continue reading “Cold calling…does it work or not?”
The value of asking for a ‘Next Calendar Event’.
This is a little long for a blog, but if you take the time to read it and apply its concept, I promise you it will shorten your buying cycles and open up more time for you to actually sell more—e.g. make more money. Interested? Continue reading “How to shorten buying cycles and sell more with one easy technique.”
Why our approach is different and why it has never failed to double the number of appointments a group of sales professionals set after going through our program.
When I make my own appointment making calls, prospects ask me all the time, why would investing in one of my Prospector’s Academies benefit them? They say that their team seems to be doing okay. And if my sales team knows how to close, they must also know how to set appointments, right? After all, selling is selling? “I just don’t think I’m interested.” Continue reading “The four reasons sales professionals fail at appointment-setting.”
The most basic activity component of the selling process is the dial. Do you know how many dials you need to make today to hit your annual revenue goal?
The last of the 2018 goal setting blogs is about setting the daily activity objectives so that you can measure your progress towards your goal each day. If you went through the GOSPA exercise, you know that the Strategy piece of the process is very powerful. When you figure out how you’re going to accomplish a particular objective—in this case—your revenue goal, then it’s time to ‘do the math’ in terms of the activity necessary. Continue reading “A simple way to set the basic activity requirements for any sales goal. Blog 4 of 4…”
The mind cannot tell the difference between what is imagined and what is real.
Any self-help book worth its salt will talk about envisioning yourself where you want to be, doing what you want to be doing, and being what you want to be as a very powerful part of the process of accomplishing what you want out of life. The reason for that is simply this. Years ago, scientists discovered that the human mind truly cannot tell the difference between what is imagined and what is real. Continue reading “The most powerful way to accomplish goals—envision it. Blog 3 of 4…”
A powerful and easy to implement goal setting process that works in both our business and personal lives.
Oliver Wendell Holmes once said, “If you don’t know where you’re going, any road will get you there.” In practical terms, what he’s saying is that if we don’t have a written set of goals that we’ve made public in some fashion (to help us stick to them), it’s just too easy to let life’s events lead us down a road to a destination different than the one we envisioned.
Last week, I talked about how to make our goals ‘public’, through the use of Vision Boards. This week, I’ll tackle the process of actually setting the goals. Continue reading “A simple process (and tool) to set personal & business goals. Blog 2 of 4…”
“The only true security in life comes from knowing that every single day you are improving yourself in some way.” Tony Robbins – Awaken the Giant Within
The beginning of the new calendar year always brings new energy and excitement for each of us. This will be the year! I’m going to accomplish so much. This year will be different. I will not allow myself to continue with those bad habits that suck time and positive energy out of my days this year. And, this year, we’ve got momentum at our back. The economy is cooking again—opportunity abounds.
Continue reading “Two simple steps to make 2018 the best year of your life. Number 1 of 4…”