The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

Smart Observation from an Engage Client

I received this email from Lead-Up mentoring participant Raj. I thought it was a smart observation…

“By the way, whoever invented the term cold call needs to be shot. Why do we represent one of the most important activities in our careers with something such a negative, demotivating phrase?! What would be possible if we just said to ourselves “Hey, let’s pick up the phone and make a new friend!”

Raj….I love the way you make cold calls, or prospecting calls the most important part of your business. Its true, you always needs prospects. No matter how good a closer you are, if you don’t have anyone to talk to, you can’t be successful. Everyone should make it a habit to talk to someone new everyday. Whether its a cold call, a referral or a business partner. Consistently active prospecting will ensure your success!

A question from the trenches

Dear Colleen,

What is the most important thing for my sales team to remember when converting prospects to customers?

Thanks, Jeff

Hi Jeff,

The most important thing to remember about converting leads into customers is that sales is about helping your customers

Improve Your Telephone Results

Hi everyone – some interesting research has surfaced that combined with client success is changing my mind on telesales.

According to the American Telemarketing Association, you have a 5 times better chance of reaching your prospect over the phone between 9 and 10 am their time than any other time of the day. You know that I have never placed much stock in a set daily call time. I may be reconsidering…The above stat combined with actual client results, do have me looking seriously at the 9-11 am time frame for business /sales funnel development activities. We have seen tremendous results with clients who commit to making sales calls for new business development during the hours of 9-11 am. Now to be fair, their success could be a result of making the calls. Period. Regardless of the time.

Or there could be something to this research. 80% of my clients who commit to regular daily calling activity insist that their calls be made during those hours. Coincidently (maybe not??) those 80% are the most successful clients I coach. …so maybe the research has some teeth. You try it. I’d love to hear your results.

Furthermore, research shows that you are twice as likely to close a prospect that you see or call at the end of the day, after your “last call,” than at any other time. Now this is really interesting. A few months ago a client was $3000 behind her quota for the month when on the last sales day of the month a faxed Purchase Order arrived on her desk at 4:45 PM on a Friday for $4500. Luck? Maybe. More likely? A testament to her hard work and continuous daily prospecting to keep her pipeline full of potential customers.

So why might this work? Maybe it’s because you are relaxed or in a good mood at the end of the day because you are done working. Maybe its because you have the guts and the work ethic to make “just one more call” Regardless of the reason try it. When you’re all done for the day, make one more call. It might be your most profitable.

The Truth, the Whole Truth, and Nothing But the Truth

The Truth, the Whole Truth, and Nothing But the Truth
Why Sales People Lie to their Clients

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