If your daily goals are focused on closing sales or setting appointments you need to rethink your entire daily goal setting process. As a salesperson you are only part of the process, many factors are out of your control. Things like the economy, the state of the industry you are selling to and the mood of a prospect are other factors that must be considered when you are giving your pitch.
Most successful salespeople are focused on activates not the outcome they desire. Instead of focusing on the number of appointments you want to set, focus should be directed toward the number of calls you make that will lead to setting appointments. Setting a goal of making no less then 15 calls each day will surely lead to several appointments, but setting a goal of 15 appointments may require 100 calls. You and only you can control how many calls you make each day, but you are not able to control how the person you are talking to will react to your call.
Making Calls With A Time Tested Script
Once you have tested and re-tested your pitch script you should focus on researching prospects prior to calling. Making sure your efforts are being focused and directed to those that want and need your product or services is key.
Stay focused and no matter what obstacles you are faced with make every call you have set your daily goal at. Prospecting daily is a sure fire way to get the appointments you need that lead to the sales you need. Remember your goals should be focused on activities not the outcomes you desire.
Tim Somers
Bizarre Promotions, Inc.
