Asking Questions The Key To Unlocking Advertising
In order to reach sales goals, you need to have a specific plan that will help you along the way. Here is an easy 3 step plan to help you get started and being successful in reaching your sales goals.
Step 1 to Reach Sales Goals
Many people get started the wrong way! Stop setting goals for the number of calls you want to make when you are prospecting. This mind set only leads to feelings of failure. How so? Lets say you decide you are going to make 10 calls tomorrow. You make your 10 calls…and no leads. The next day you make 8 more calls again…nothing.
Here is where a change of mind set can make a different. Instead of deciding how many calls you are going to make, start with this approach. Tomorrow, when you do your prospecting set a goal for your self of 2 leads or meetings set up. (your goal may be different). Don’t be a maniac, I mean, use the restroom, eat meals and sleep..but really focus until you meet the goal for the day.
If you convert your prospecting calls into leads early in the day and you meet you goals, then move on to other projects. This keeps you positive and you’ll never have another day, or two or three without leads.
Step 2 to Reach Sales Goals
Now that you have the proper mindset its time to look at your formula and calling list. The amount of effort you put into your list of prospects and numbers is going to have a great impact on your results. Remember sales calls are no different than any other kind of advertising that you do. After you make 20 calls take a few minutes for a quick recap. What are callers telling you? Are you having any success? If you feel that an adjustment in your presentation would be helpful, go ahead and make a change. Here is a quick tip, don’t make too many changes too often, and keep track of your changes. Make sure you keep track of the times of the day you have success, mornings vs. afternoons. You want to make adjustments to your presentation, and know which changes are working and which should be eliminated. What are some things you can share?
- Make sure you have a valuable offer (free report?)
- You must be knowledgeable about your offering
- Check your calling list against the Do Not Call Registry
- Remember to SMILE…your listener can hear your smile in your voice
Step 3 To Reach Sales Goals
This may be the most important . If you get a unpleasant person, get it out of your mind quickly by making another call. If you are well organized, and ready to make that next call, you will be surprised how quickly a negative conversation can be forgotten! If you stick to these simple tips and with some effort on your part, you too can be successful and you will quickly realize that you can reach sales goals you set for yourself.