Too much time, fuel and energy are wasted making sales calls on people who aren’t there – and “there” can be in an office, job-site or anywhere.
How often do you do a “stop-by” and the person you want to see either isn’t there or doesn’t have time to see you? We only have a finite amount of time for actual selling – and bear in mind that “windshield time” is not selling. We need to be able to leverage and allocate these units of time as much as possible.
Utilize the phone and e-mail to set appointments to assure that the person you want to see, wants to be seen – and by you. By focusing on selling primarily through appointments, the odds of getting the results we want increases dramatically. The goal should be to have 80% of your sales activity a function of appointments.
What do you think?
Good Selling to you!
By David Rubinstein
Edited By Jim Olson
SLH Sales System Morsels are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of the SLH Sales System.