I don’t know about you – I know I need to figure things out, make a plan, get my sh!t together to be successful. I’m not talking about grandiose career plans (although it applies there as well I suppose) I’m talking about EVERY DAY.
The idea of scheduling time to think for your inside sales success may be a very foreign one. Usually people are pushing to do… do… do… and all of that doing is about customer contact.
Which is – of course – hugely important.
Plus – you’ll not be surprised – one of the difficulties in this job, actually getting people on the phone.
Yet, I am here to suggest that without time to think – you’ll fail when you actually reach a human being on the other end of the line.
So schedule time to:
* organize your calls into types of activity: cold calls, prospect follow-up, opportunity qualifying, after order follow through, relationship … all of these categories are the same KIND of conversations and take their own mental energy.
* know your call objective: this is what YOU the salesperson want out of the conversation.
* have a call purpose defined: this is the reason the OTHER PERSON would speak with you, what’s in it for them?
* have questions prepared: stop rolling your eyes at me! I’m not talking about every single question for each call – instead it’s calls PER activity type.
All that is about planning your customer contact, stay tuned for next week’s view of deciding who you want to have on your call list!