If you don’t know where you are going, you may never get there!
The new year is the best time to determine what it is you really need to do so you can meet your specific goals. There is only one way to do it and it break down your numbers into an achievable figure that is in front of you monthly, weekly and daily. Identify your working days for the year (be realistic) and divide that by your goal. Set up your monthly tracking.
When you know what you need to do, monitor and measure it daily. There is a science to selling and your numbers will reveal all.
Keep track of every dial, every contact, every scheduled appointment and every kept appointment. Then keep track of the number of your fact-finding appointments, how many you closed, and how many agreed to buy your product or service. Tally this information on a form similar to the example template below. However, this is not just another form to fill out. This information is vital to improve your sales process.
|
Dials |
Contacts |
Scheduled Appointments |
Appointments Completed | Fact-Finding Appointments |
Closed |
| . |
You might also color code your calendar activities to ensure you are spending time doing the things that pay off. To get a good start, focus solely for 90 days on the “key result areas” — things that will make you money. Focusing on these key result areas might mean sacrificing some things that are already planned, but it is the only way to get control of your schedule. Otherwise your schedule will control you.
Next Time: Look forward to our information on The Sales Process and what you must accomplish before moving to the next step.
** These sales messages are excerpted from the book, The Sales Messenger by Mary Anne Davis. The Sales Messenger is a back-to-the-basics guide on how to sell any idea, product or service.
