Problem: A large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a long selling cycle, inefficient time management, and ultimately, failure.
Analysis: Prospecting is a tough business, the drudgery of selling. Most salespeople have not developed an effective behavioral prospecting system and even worse, fail to stick to the system that they have. They see prospecting as having little reward.
Solution: Here’s a great idea! Every day, put yourself on a 20 point activity system like this one:
1 point for a telephone contact with a decision maker who can tell you “no!”
1 point for a “customer service” call on an existing client.
2 points for forcing a decision to a “NO.”
2 points for setting an appointment.
3 points for getting a referral.
4 points for a face-to-face meeting.
5 points for a sale.
Whatever you track will improve. Earning points gives you a target that lets you “earn” a reward. You can modify this system to fit your situation if you want, but don’t quit until you get your 20 points. Find a way to reward yourself when you accomplish your goal. Keep in mind that you’ll always feel good if you do the right activity.
(Thanks to our old friend John Condry, Career Success Seminars, for this idea.)