Article 101

11 Steps to Setting Enough Sales Appointments to Meet Your Sales Objectives.

If doing exactly what you are doing will get you exactly where you want to be... stop reading.

Otherwise, review these 11 simple steps that will have you working a complete organized time-effective productive appointment setting system within 10 days.

1. Define exactly what you are trying to achieve. Personal income, gross sales, # of new accounts, average account size, etc. 20 minutes.

2. Build a profile of your best target accounts. Don't guess. Don't assume. Think you already know? ---- you don't! Create a list of your past and current accounts you wish to clone. List accounts of competitors you wish you had. Look these companies up on business databases (SalesGenie is great for this) and note SIC codes, employee sizes and revenue range. Get a count of companies that fit your profile. Call only them. 90 minutes.

NOTE: This one-time 90 minute investment will save you hours of frustration and wasted time EVERY DAY. Once recent coaching client determined that 65% of calls being made never should have been made at all. Now 100% of calls are to high-probability suspects.

3. Set up a contact manager. Takes 2 hours total to learn and customize with some guidance. Goldmine, Act and Maximizer are popular. You must use a tool like this to get cost-effective results. Paper systems, Excel and Outlook won't do it. Not even close.

4. Create a list of the specific benefits you offer. This is not about your program, features or "stuff." Benefits. 30 minutes.

5. Create a list of the reasons you are credible. 15 minutes.

6. Select the words that will communicate who you are, what you do, why you are credible, three major benefits you offer and what you want... in 30 seconds. One hour.

7. List objections and resistance you commonly hear. 10 minutes.

8. Write out responses to #7 above that (A) separate real prospects from tire-kickers and (B) get the meeting now rather than later. 45 minutes.

9. Decide upon a call process. How many times will you call? When? When do you stop? 10 minutes.

10. Create a measurement system. What's working? What's not? How do you know? 10 minutes.

11. Create ancillary marketing materials to leverage your calls. Emails, letters, fax, postcards, lumpy mail. 1 - 3 hours.

All of the above is accomplished with between 7 ¾ and 10 ¾ hours of focused effort.

How much time do you lose daily?
How many opportunities do you miss every week?
Because you/your sales team are missing a few spokes on the wheel
of your sales process?
How long has this been going on?

Best wishes for good selling,
Scott Channell

Copyright 2007-2009 scott channell

Article 124	10 Days to Top Decision-Makers
	by Scott Channell