- Ask for daytime scheduled meetings. You'll tend to get what you ask for — keep evenings free, or for those few people who absolutely can't see you during the day.
- Assume success. Picture yourself earning a scheduled meeting.
- Avoid telephone tag. If you can't reach your prospect, ask whoever answers for a specific time when it will be convenient to call again.
- Don't take "no" for an answer. Help people discover why they should meet with you.
- Ask for a scheduled meeting three times. If you still can't set a scheduled meeting, then get an x-date.
- Keep score. Record the results of your calls.
- Know what each call is worth. If you know your sales ratios, you can attach a dollar figure to each dial.
- Take a break now and then. You deserve it!
| Keeping Track; Keeping Score
Record the results of your calls in your Sales Activity Manager (SAM).
Keep track of your overall results each week. |
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
