“Do I really need to participate in the appointment blitz next week? Do I have to cold call with the team again? I have a follow up call to make that day and then I have to service another client…can I just skip the prospecting day?” I wish I had a dime for every salesperson that approached me after I posted the announcement for our next organizational appointment-setting event or marketing blitz. There were always a few…they would try to worm their way out of the team event, citing other more “important” priorities that just “had to get done that day.”
Typically, the people that would shy away from our focused marketing and prospecting activity blitzes were the salespeople that needed it the most! There are so many reasons salespeople avoid the task of keeping their prospecting activity high and consistent, too many to list or discuss here. We will save that for another blog article. For now, as promised, we will outline…
…the top 3 Reasons HIGH ACTIVITY Levels Solve Most of Your Problems
- High activity levels and bursts require you to TURN OFF your brain
Your brain has a natural tendency to want to evaluate things—analyze them and then give them labels. This is one of greatest challenges a salesperson will ever face. If you aren’t operating an imaginary shot clock (like in basketball) your mind will automatically engage and have the luxury of time. You will want to grind through each individual piece of data and that degree of analysis will eventually create paralysis.
Your own magnificent brain will shut you right down!
But if there is an imaginary shot clock—one that you impose on yourself—like being part of an organized prospecting activity or a marketing day that you hard wire into your own calendar, then your mind doesn’t have the opportunity or time to sabotage you.
You’ll simply be committed to doing the work—completing the task at hand, and then you can analyze the data—sift through the rubble of your results—when you’re all done. I assure you that if you do this you will make 10 or 20 times the amount of calls you would have made. There will be a lot more “NOs”, but guess what?
You’ll also have a lot more appointments!
Here are the questions I want you to ask yourself:
How many calls could I have made in the time I spent analyzing and evaluating those 3 or 4 prospecting attempts? Could I have turned off my brain and made 40 phone calls or 20 walk-ins?
If you commit to being part of a group prospecting activity event or simply hard wire the task into your own calendar (and turn off your brain) you’ll have solved one of the greatest problems salespeople face!
- You get a large sampling of METRIC RESULTS to analyze in a short period of time
Why is this important?
If you are following www.theCAPequation.com sales methodology, then you know that we are big on asking you to seek out and work with coaches and mentors. (A short video on the 4 types of coaches) 4 Types of Coaching
For a sales coach (internal or external) to help you, there must be an adequate amount of data to look at. There must be some trend lines to evaluate and analyze to determine what you can do to improve your conversion ratios.
If you’re not consistently driving high levels of activity, you and your manager (or coach) may only have a small cluster of data to look at. You both will not be able to determine what’s really happening. The small amount of data may be woefully insufficient to create prescriptive solutions for improvement.
On the other hand, if you are involved in creating high levels of activity, the data and trend lines will be plentiful…
…the number of raw leads you called on, the number of those that gave you an appointment, the number that didn’t, the most common objections you are receiving and finally, the objections you are finding the most difficult to overcome.
You will have a real and viable sample of data to work with! Without high levels of activity, a coach or sales manager can’t really help you—they can’t help you determine what’s wrong.
Hey…if you are brand new or struggling, here’s a link to a blog that outlines the 5 things we think are pretty darn important for you to start practicing right away: The 5 Most Critical Prospecting Doctrines
- You will intuitively figure out what you’re doing wrong
It’s weird…sometimes, even if our trainer or coach isn’t around, we can figure some things out. We can make a bunch of calls, adjust a few things and improve our conversion ratios.
I can recall many times in my sales career where I just worked my way through problems and slumps and my sales instinct simply took over—like I was some kind of idiot savant.
That NEVER happens if you are sitting on your ass whining or complaining about your slump!
There was a time in my career when I was data dumping—wanting to tell the prospect everything before they gave me an appointment—that I couldn’t make an appointment to save my life. My natural tendencies were to go back to the office and tear apart my script—spend a day rewriting it. But my manager made a better suggestion. He asked me what script I used when I was setting a lot of appointments. We pulled that one back out and he asked me to spend one full day (8 hours) working my way out of the slump.
I went out, old script back in my hand, and I refocused on the 2 reasons any prospect will give you an appointment in the first place. I set 7 quality appointments that day and had my biggest income month ever!
Here’s an older blog of mine that outlines those 2 reasons: The 2 Reasons A Prospect Will Grant You an Appointment
Okay…those are the top 3 reasons HIGH ACTIVITY levels will solve most of your problems.
Wait…there’s a # 4…# 4 is:
You will have a FULL calendar!
Never stop prospecting and driving activity!
Now that we’ve solved most all of your problems, go sell something!
Oh…and if you haven’t had a chance to read my book, The CAP Equation, A Foolproof Formula for Unlimited Success in Sales, please click on the link below. It’s now available on Amazon: http://amzn.to/1CdFi2t
The CAP Equation© website offers free resources for commission salespeople and sales leaders. Please click on the link below for free instant access: http://www.theCAPequation.com/access/
Joe Buzzello is a nationally recognized expert on direct selling and sales leadership. He has built legacy sales teams and experienced unprecedented success in individual and business-to-business markets as well as the network marketing industry. Joe has held executive level positions for Fortune 500 companies, but he has never strayed far from the art and science of selling, which he loves. In early 2014, Joe began writing, speaking, and coaching through his proprietary platform, The CAP Equation©. Please visit Joe at: http://www.CAPequation.com