How to Double Your Sales Appointments in Half the Time; Part 2
In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you won’t meet your revenue objectives. And we discussed these (3) realities: • If you double your new appointments you will double your revenue... regardless of your closing ratio
• Not setting enough new business appointments leads to Sales employee turnover, sub-par revenue results and longer Ramp-to-Quota for new hires
• The communication act of asking for a Business appointment should be internally declared a KEY sales competency and trained to individually So logically, sales organizations should be willing to develop and provide ‘Best Practice’ support systems to their sales teams for ‘Measurable’ performance results in line with effectively setting sales appointments. Why is a Conversation-to-Appointment Ratio a core sales competency? Because it’s a sales skill set that is measurable around an essential task; sales prospecting and setting business appointments. It has a purpose and is directly tied to the end results; good or bad. In this case, it is to introduce and education the value of your product or service to a specific individual or group. It initiates your selling process. It doesn't matter if you are having this conversation by telephone, cold-calling in person, on elevators, or just yelling from one rooftop to another; it is a communication skill set that is essential to your sales success. It’s what you say and how you say it. Here are a few prerequisites of whether or not something should be declared a core competency: #1
Is it an essential component to the sales mission or is it just an ingredient in the recipe? Think of a sports person. What are a golfer's essential competencies from tee-off to last putt? Are the ball and club core competencies? Or are the core competencies the golf swing and putting stroke? How about a basketball player with the essential competencies of passing, dribbling, and shooting? Hint: Don't relate an Indy car pit crew putting gas in the fuel tank as a competency. #2
You must be able to be measure it routinely and accurately. Ask yourself if you could measure it with a napkin, pencil, and calculator? That way you’ll be able to know if you're performing this business activity better than your competitors. It's sort of like knowing if your team is "Blocking and Tackling" better than your opponent's team in a football game. Because at the end of the day, it’s the individual (Or the team) with the best overall stats that wins. #3
You should be able to apply "Timely Training" and "Powerful Routines" around each core competency. We all know what sales training is. But do we understand why sales training fails? And to understand this…it becomes important to understand what I mean when I use the term…"Timely Training." Timely Training means you have in place appropriate structures for learning and application. You have to be able to define useful short-term goals, long term objectives and performance benchmarks, but also measure each participant’s progress. Have participants work closely with qualified trainers for proper follow-up and support. But most importantly…"Timely Training" should be focused on only one key sales competency at a time. That means you never move on to your next training objective (In-line sales competency) until your intended ‘benchmark’ performance metric is realized. "Powerful Routines" are Best Practices internal to each Core Competency that result in the highest ratio of success. It’s a technique or communication process that through experience has proven to get the best result parallel to a particular sales scenario. As an example, when a prospect says “Just send me some information” we identify that communication as an objection. 95% of the time it’s a polite way of getting rid of us. Deep down inside we know what happens to the information. It goes in the ‘circular file’. Bottom line, it keeps both the Post Office and the office Janitor busy. One delivers these 'information requests' and the other one throws them out. What’s your current ‘Powerful Routine’ to effectively communicate to a third solution, because none of us want to be in the ‘Postal’ Business. Key Learning Point:
There are only so many scenarios in any sales process. If you isolate them, train to each one of them with Powerful Routines and then measure the outcome, you are on your way to success. Take for example setting ‘Top-down’ business appointments. We’ve already decided it would be a benefit to our sales success if we could reduce the time it took to achieve the necessary number of ‘Top-down’ appointments. In building an effective learning system to improve your Conversation-to-appointment ratio from the national average of 4-18%, you must first understand why that competency ratio is only 4-18%. With that in mind, here’s what I know to be true: 1. We don’t seek to first (Before we pick up the telephone) understand the Prospect’s internal business objectives parallel to our solutions offering, then model our appointment approach around it
2. We settle for a business level of contact that has no direct fiscal authority
3. We sell our ‘product/service’ instead of selling the diagnostic steps in our ‘Evaluation’ Process
4. We fail to develop an effective Call to Action; strategic words and phrases that create a positive 'visual' reference to the Prospect of what happens during the initial appointment and how long it takes
5. We don’t support our ‘Call to Action’ with 3rd party valuators parallel to the Prospects business objectives; valuators like business statistics, appointment performance ratios, ROI figures and relevant success stories
6. We fail to document all possible Objections and develop Powerful communication templates to negotiate 3rd Solutions These (6) ‘Here’s What I Know to be True’ factors are where you should begin your sales prospecting and sales performance improvement journey, because the definition of insanity is doing the same old thing over and over again and expecting a different result. In Part 3 of ‘How to Double Your Sales Appointments in Half the Time’, we will take an in depth look at these 6 failure factors and flip them 180% into individual powerful routines to effectively set more ‘Top-down’ business appointments in less time.
Other Football System Articles
Online Football Betting Secrets: Knowing When NOT To Bet Sports Betting on the NFL and college football is a national pastime. Every week millions of dollars are bet on the home town favorites with local bookies. People bet even more money with online sports book agencies. Even the major news services publish all the betting stats.If you're going to bet money on games, you might as well be as i ...Aggression and Violence in Sports For anyone living in the American society, it does not take a sociologist or a political scientist to call attention to which extend sports has permeated the American way of life. Newspapers devote an entire section of their daily editions to the coverage of sports such as golf , football, soccer, and more. Newsprint about sport surpasses even t ...Jacks-or-Better Video Poker Machines - Five Simple Tips to Win More Money If you are playing video poker, then Jacks-or-Better is a great machine to play and you can increase the odds of success dramatically by learning five simple tips.You don't need to spend a long time learning these tips; they're simple, quick, and easy to learn. Jacks-or-Better video poker is fun anyway, but even more so when you're winnin ...Poker Stars Review It’s important for players to review different poker rooms before deciding on a specific site. There are so many places to play on the Internet, and no two online poker rooms are alike. Taking the time to appraise multiple sites doesn’t take a great deal of time, but it could make a huge difference once you start playing. It’s important to know ...Sport Book Wagering Betting on sports online is very popular today. Online sports books offer the same betting options as Las Vegas and bettors can place their bets in online sports & race books via the internet or the phone.All kinds of bets are accepted like betting on basketball, the NBA , football, the NFL, US and international soccer, boxing, tennis, ...Why Is Poker So Popular? Every day it seems that in one form or another, the game of poker is slowly taking over the world. Televised poker tournaments have generated massive worldwide interest in the game. Casual players have become tournament champions and millionaires have been made overnight. The proliferation of new technologies has made it possible for players any ...PSL Power Rankings #7 What an absolutely insane first few weeks it’s been in the NFL. Seventeen teams, 17!!!, are still over .500. And it’s just crazy how one week a team (let’s say, the Giants) can look like total crap and then the following week come out and smoke a top-five team like the Falcons. Powerhouses like the Bengals losing to junk teams like the Buccan ...Pigskin Pickem Heats up in Sin City Las Vegas has begun serving up its usual smorgasbord of football contests and, as always, there are more selections from which to choose than the Bellagio buffet!The biggie, of course, is the Las Vegas Hilton SuperContest, which has been around for years and proclaims its winner to be the world's best handicapper.Canadian Tony Ricc ...Online Poker Leaves U.S. on the Sidelines Online poker is big business. With the game more popular than ever, thousands of people have flocked to the net to try their luck at hundreds of sites and helping to create a multi-billion dollar industry with no signs of slowing down.While Las Vegas and Atlantic City may have the market cornered on face-to-face poker action, billions of ...Why Use an Internet Sports Book to Make Wagers? Although I started using online sportsbooks almost ten years ago, I still maintained contact with a couple of local books for the express purpose of getting better lines with regard to the local or favorite teams of choice in my neck of the woods, the reasoning of course was so that if I saw "Value" in going against the the local or favorite tea ...You Don't Need More Traffic to Make More Money Every website owner has a somewhat unhealthy obsession with driving more traffic to their site. We all want more traffic, if for nothing else to be able to brag to others how many unique visitors we've received. Competition among web owners aside, actually doing something with that traffic is equally as important as getting it. Yet for some r ...Online Slots Tips - To Win Big While online slots are a game of chance, there are certain steps you can take to put the odds in favor and win big jackpots.Slots are simple, exciting and fun and if you learn the enclosed online slot tips you will have as much chance as winning the big jackpots as anyone else.The 8 online slot tips below to put the odds in your fa ...Poker - Classic Poker Movies There’s something about poker that’s hard to resist. As a pure contest of will and skill, the game has woven itself into our culture. From rough and tumble Old West saloons to the glitz and glamour of a Las Vegas casino, poker has captured our imaginations like no other game. The raw drama inherent in the game has provided a wealth of material f ...My Father's Lucky Betting System I was raised by my father. My father was a gambler. When I was 14 my father had an incredible lucky summer betting on baseball. He had worked out a system that won 90% of the time. I didn’t realize it at the time. When my father went on a hot streak he would become very quiet. I think he feared if he talked about it the spell would be broken and ...The NFL's Improved Schedule-Making Process The NFL's decision to expand to 32 teams and align into eight divisions of four teams each as of 2002 has removed much of the complication and inequity that used to plague its schedule-making process. Before the new system, some teams, even those in the same conference but a different division, would go a decade or more without playing each othe ...Horse Racing Betting Horse racing is known as the sport of kings and many people around the world enjoy horse racing betting. However, horse racing betting is much more than just picking the horse with the catchiest name or the best odds. If you’re serious about betting on the ponies it’s a good idea to consult with some of the expert odds makers who know why a part ...Top 10 Reasons for Visiting a Casino Over the course of a few weeks, I conducted a very brief survey, asking randomly chosen casino visitors one simple question. The question was, "Why did you visit this casino today?" Besides receiving an odd look every now and then, I managed to get a range of different reasons why people visit casinos.Reason #1: To gamble. Not suprisingly ...Inside the Boxscores Week 1 Part 1 Inside the Boxscores is a weekly feature from Matt Fargo that has been widely recognized as the best summation in college football. He takes an in-depth look at each game and pulls out the most pertinent information that will help you handicap games in the future. College football is filled with quirky plays, misleading scores and surprise endin ...#54 Oregon St. Beavers Preview Spring practices are in the books and fall camps will be here before you know it so that means getting an early jump on the 2006 NCAA football season. Knowing the teams now will save you time in August and Matt Fargo is here to help you get a grasp of what to expect this upcoming year. We go from worst to first in this 2006 College Football Prev ...Gambling Online – Why Systems Don't Work & How To Get The Best Odds! If you are gambling online and playing games of chance, then to make money you need to know the bets with the best odds of success and understand systems don’t work.If you want to know why systems don’t work in games of chance, read on and then find out how to play with maximum odds in your favor.So do you know the best bests in Ba ...A Trade War is brewing; Are We Paying Attention Incompetence is all too obvious at the trade shows of major industries in the United States. At the AAPEX Trade Show, it was apparent that the PTO needs to answer some of those Viagra Spam-emails; because they are absolutely Impotent to the piracy of patents, trademarks, concepts and innovations in our country. There was at least, and this is no ...The Eye on the Prize Looking for some cool new ways to motivate your drive-thru staff? These ideas can be adopted for dine-in as well, but since the mystery shops for the annual g3/QSR Drive-Thru Time Study are fast approaching, it’s time to gear up to challenge the leaders—the bar is already set quite high. Though incentives are a great add-on system to improve you ...Top 3 Most Wanted Features Of Online Poker Sites Interested in playing a round or two of online poker, are you? If so, be aware that playing poker is not like taking your chances in a slot machine. When playing poker – even though you’re online – you’re not just going against a machine and the cosmic powers alone. No, you’re going against live players yourself, only you can’t see them. And the ...Sports Betting 101- How to Bet on Hockey The most recent changes brought about in the hockey world centered around the NHL lock-out of the 2004-2005 season, the end result was a season without hockey and a flurry of new rules, most of the new rules were created and designed to bring more excitement to the game of hockey, however, these same rule changes also affected the way a gambler ...Online Casino Gaming In the 1990s a new form of gambling started to become popular across the globe.Online gambling also known as internet gambling, online casino gaming or cyberspacegambling. Online gambling becomes more and more popular each year. There are lots of online casinos and there will even be more in the future.Players can enjoy gambling fo ...
|
