GET SYSTEMATIZED OR GET LOST – exert Chapter 4 The Sales Playbook

“I value self-discipline, but creating systems that make it next to impossible to misbehave is more reliable than self-control.” Tim Ferriss

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I will always remember an instance when I was working in the publishing business and I called on a national account. I had managed to get the decision maker on the phone and he told me that my timing was pretty good because they were having a meeting to discuss next year’s advertising budget in about 45 days. He told me to follow up in 30 days and he would let me know what he needed from me. I was super excited and remember writing this information down somewhere and getting back into my calls. About two months later I saw the company’s ad in a competitor’s magazine. I called the prospect back right away. He remembered me and asked me why I never followed up after our initial call. All I could say was that I was sorry but I forgot. Clearly my response did not cut it. Being forgetful or unorganized aren’t qualities people typically look for when deciding what companies to work with.

 

frustrated businesswoman on phone

STRATEGIES SO THINGS DO NOT FALL BETWEEN THE CRACKS

System for Taking Notes
When you use the phone for prospecting, you have a lot of direct touch points where you connect one-on-one with another person. Although those conversations will mean something to you at the time, after a full day of making calls, they will probably become a little hazy. A week later, you might not remember any of the details. A month later, prospects’ names might not seem familiar at all. Instead of feeling overwhelmed by the number of people you’re connecting with and all of the details of their situations, you should plan on forgetting it all. That’s right. Don’t even try committing that stuff to memory. Why? Because your brain works hard enough already and unless people sometimes compare you to Rain Man, tracking the details
of your sales calls as mental notes probably won’t work out for you.

  • TAKE GREAT NOTES
  • USE A CRM OR PLANNER
  • ALWAYS SCHEDULE A FOLLOW UP

 

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