HOW TO TRUST YOURSELF & GET MORE PROSPECTS
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One of the keys to successful prospecting is to *not* set
any sales goals.
Setting goals is a good practice.
But don't set a *sales* goal for your prospecting efforts.
There's a major problem with setting a sales number as the
outcome for your prospecting efforts.
And that problem is that the close of the sale is too many
steps away from the initial call or appointment.
Yeah, in theory you can backwards plan your numbers from a
final sale to number of dials, emails, or letters or other
"touches".
But this doesn't allow for changing conditions in the
businesses of your target market, or the economy, or your
competition.
So what you need to do is set smaller chunk goals.
Set goals for the number of contact actions you take, and
set goals by type: phone dials, messages left, letters sent,
emails sent, gatekeepers reached, etc.
Set goals for these, run through your contact process, and
then measure your results.
See how many contacts each type of effort takes to get a
qualified prospect. See how many you can do in a given chunk
of time as compared to your goal.
Measure.
Do.
Improve.
Measure some more.
Do some more.
Improve some more.
Set your expectations at a reasonable, achievable contact
action level to start. Focus on completion of the actions
versus number of sales, number of prospects, or even number
of appointments.
Completing your contact action goals will build your
confidence.
Building your confidence will give you the energy to
continue with this process, to improve your results, to get
better and better and more and more prospects and sales.
Sell with Pride,
Shameless Shamus Brown
P.S. Make sure you qualify your prospects hard, or you'll
have a pipeline full of deals won't close this year.
Discover how to qualify your prospects so that you can close
70% or more of them this year now...
93740 25383
Regards!
NEERAJ BHARDWAJ
GM TRAINING
DOSHION LIMITED
93740 25383
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