Save travelling time by grouping your appointments into more logical areas.
Remember that the only time you make money is when you are face to face with a client or prospect.
The essence of selling is making the calls and seeing the people.
No matter what level of sales skills you currently possess, the more people you see the more money you will make.
It’s also important to know and to remember that nobody can sell everybody. Allah, Buddha, Jesus, Ghandi - didn’t convert everyone they met,
so it would be unreasonable of you, to expect to accomplish what they couldn’t.
Knowing this is important to you, as it will help to protect your ego from the damage that could be caused by a succession of rejections.
Rejection can give rise to the “Fear of Failure”, which is the No.1 killer in the business of selling.
It’s important to keep an optimistic attitude about rejection. Your self-esteem will suffer if you don’t understand that rejections are not personal,
they happen to the very best of salesmen and they will happen to you, it goes with the territory. It is part of the job.
A good strategy to help you retain your optimism is to analyse the number of calls you make and the number of sales in a week. This we’ll call your strike rate.
Whatever that figure is, whether it’s, 1 in 1 or 1 in 3 you will always know how near you are to the next sale. (Whether the call you are making, results in a sale or not).
Simple strategies like this will help you keep your optimism up as you go through the day.
I learned this secret early on in my sales career from a book I borrowed from the library. It was written a long time ago by Frank Bettger and is called
How I Raised myself from Failure to Success in Selling,
I was failing miserably at that time but it inspired me so much I was able to turn my life around.
The book is still available and if you are depressed with your results then borrow or buy it.
Plan your calls. Plan your presentation. Plan your goals. Plan your life. It all makes sense because it is Logical.