There are three reasons why you're not making your sales quota. The first reason why you're not making your sales numbers is because you're not asking engaging sales questions. The first reason now leads us into the second reason why you're not making your sales quota and this can be traced to the fact that you're probably are lacking a firm understanding of your product or service. Let's think about this for a minute. If you knew more about what you're selling then you would without a doutbt start asking better and more engaging questions. And finally, the last reason why your not meeting your sales quota is simply because you're not asking for the sale.
Is your boss breathing down your neck? If this is happening to you then try focusing more on what needs to be done to reach your goal rather than the goal itself. Focus on the actions that need to be taken immediately to achieve your set sales quota. Break down your goal into more manageable and smaller goals. Also, you need to ask the following questions: Who are my most profitable customers and can I cross-sell more products and services to them? How many referrals have you received from your top clients? Have you asked any of your top customers for referrals? Have you reached out to existing Centers of Influence (COIs)? Have you been contacting new COIs to replace the stale ones? Have you been consistently reaching out to new prospects? Have you reached out to prospects that you had contacted a year ago? Always remember that a NO said yesterday doesn't always mean a NO today! People change their minds all the time.
Buy a Dry Erase Board and hang it on the wall in front of you so that you can see it at all times when on the telephone with sales prospects. Make sure that you write your daily, weekly, monthly and yearly goals.
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is aworldwide sensationand claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: