Caller ID and the Mystery Cold Caller.

Why you shouldn’t block your outgoing Caller ID.

So, you think you’re pretty smart and doing yourself a favor by cold calling with the Caller ID on your phone blocked? Here’s why we believe you are hurting yourself. Continue reading “Caller ID and the Mystery Cold Caller.”

Want to get better on the phone setting appointments? Try this idea.

A tip on how to build practice into your normal day.

This tip comes from one of our clients, Kevin Lane, of Lane Family Financials. He says that we should attempt to speak about our business/solutions as often as we can in our everyday life. Continue reading “Want to get better on the phone setting appointments? Try this idea.”

Three Metrics required to manage the appointment setting process.

“Make more dials!” goes the typical sales manager mantra.  But is that the best way to set more  appointments?

Many clients we’ve worked with originally only had their sales teams reporting to management each week the number of dials they were making to set appointments. Most also track the number of appointments set. But, even in those situations that track them both, it’s not enough to effectively manage the process. Continue reading “Three Metrics required to manage the appointment setting process.”

How to shorten buying cycles and sell more with one easy technique.

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.”

How to significantly reduce the cost of a bad hire.

Some of our clients justify the cost of our program based on identifying those that don’t have the aptitude or attitude to do the prospecting part of the job much earlier.

There are two benefits to putting a newly hired sales professional through one of our Prospector’s Academies™. On the positive side, those that will be successful will get off to a quicker start, filling their calendar with Initial Appointments as soon as they are licensed and know enough to go on sales calls. Even those that will need to take an experienced sales professional or manager with them begin to get face-to-face selling experience much more quickly. And more experience generally means more commissions and a lower failure rate of new hires (turnover rate, which is a discussion for another day). Continue reading “How to significantly reduce the cost of a bad hire.”

The four reasons sales professionals fail at appointment-setting.

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.”

A simple way to set the basic activity requirements for any sales goal. Blog 4 of 4…

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 most powerful way to accomplish goals—envision it. Blog 3 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 simple process (and tool) to set personal & business goals. Blog 2 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…”

Two simple steps to make 2018 the best year of your life. Number 1 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…”