Article 101

SET MORE SALES APPOINTMENTS WITH SIMPLE TRACKING METHODS.
Don't let rejection cloud reality.

Rejection can easily cloud your reality when setting sales appointments. You have to know what REALLY is happening when you are calling. How many times are you delivering your set the appointment script to someone you have targeted? What percentages of those are converting to appointments?

If you don't know where you are now, how will you alter things to get where you need to be?

You can't make judgments based upon gut feelings when setting sales appointments. Why? Because the rejection you experience will cloud your reality. You get bored, you get frustrated, so you conclude that "everybody" is blowing you off, when many times that is not the case or you are very very close to a good result.

Example. A coaching client recently expressed to me that that people didn't seem to be as responsive as when he started. With some discussion, we discover that about one in four or one in five of the discussions he is having are converting to appointments. The issue? He was making far fewer calls and having many fewer
discussions. He had gotten off track.

He had a great set the appointment pitch and a great conversion ratio but was considering changing the things that were working due to a "gut feeling" not grounded in reality.

How can you keep this from happening to you? You can track your key activities very simply.

In my book setting sales appointments you get 2 simple forms you can use to track what is really happening so that you can make solid decisions for yourself.

One form tracks your set the appointment conversations and the results of those conversations. Are you having enough? What is happening? Are you letting the "send more info" requests drag you down? Know for sure what your stumbling blocks are and make changes accordingly.

The other form tracks key activity like the number of new decision-makers you identify the number of conversations you have and the number of meetings you set.

Note that I don't recommend you track dials.

With simple tracking you know for sure what the real issue is. If you are not having enough conversations, know for sure where you are in relation to where you need to be to meet your sales goals. If you are having conversations but they are not converting to meetings then focus on that issue.

When you track you know for sure.

Best wishes for appointment setting,
Scott Channell

copyright 2004-2009 scott channell

Article 23	Don't Let Rejection Cloud Reality. Track.
	by Scott Channell