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In my selling class this morning, the instructor was pleased that all members of the class are making phone calls. He said he has had other classes where people don’t do the work and he cannot help them.
He also related that at one time, he sold insurance and his bosses drove him crazy. In his organization, they would have contests of who got the most appointments. His bosses based their management style on the idea that the more appointments you got the more people you will sell.
That sounds like a good theory, but in practice, it breaks down. Our instructor had few appointments, but when he went on an appointment, he general closed the sale. On the other hand, one salesman in his group went on 20 appointments one week and closed none of them.
In High Probability Sales, we ONLY make an appointment if we’re confident we will close the sale.
Posted by Ted at August 10, 2004 9:44 PM