Why You Must Quit Making Sales Calls Chapter 6

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Why You Must Quit Making Sales CallsChapter 6

• SHAKIRA ATITEBI

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• There are Accidental Sales Managers who upon
  being promoted become proponents of their
  salespeople making more sales calls than they
  ever made.

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Selling is about two things

• 1. Making a face-to-face proposal to a qualified
  prospect
• 2. Getting into a position to make a face-to-face
  proposal to a qualified prospect.

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• Making fewer calls with higher quality could
  result in more business.

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• When all you have to measure is the number of
  calls you get an inaccccurate view of what it is
  you are really doing.

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SEEDS

• The number of articles on business issues you
  send or fax to a customer. For every article you
  send to a legitimate prospect , you count one
  seed.

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LETTERS

• Any introductory letter, thank you note, or
  letter to qualify a point counts.

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DIALS

• Dialing the phone to try to reach a prospect or
  customer. Dialing the phone may or may not
  result in a contact, but you have to start
  somewhere.

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CONTACTS

• If you get put through to the person you are
  dialing you get one contact. You cant get a
  contact without a dial unless you are knocking on
  doors.

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APPOINTMENTS BOOKED

• If you dial the phone, contact the person you
  want to talk with, and book an appointment, you
  get one appointment booked.

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CUSTOMER NEEDS ANALYSES CONDUCTED

• If you have a meeting with a prospect that
  results in an exchange of information and needs,
  you get one Customer Needs Analysis.

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PROPOSALS

• You present a solution and ask for an order for a
  specific amount of money-and you have made one
  proposal.

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QUIT MAKING CALLS

• This statement is meant to get you to conduct a
  daily reality check on just how well you are
  doing.

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• The time spent doing research and preparing
  questions can give you a compelling competitive
  advantage,
• Setting solid objectives is a key to success.
• Visual aids can help you sell.
• Take your job seriously.