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I had my High Probability Selling class yesterday. The instructor spent the time reviewing everyone’s prospecting results. He used them as examples and gave advice and encouragement.
I was a little surprised in the some people seemed to have been caught flat-footed by the assignment. I will admit I had to scramble a bit to get a list and start calling. But some people didn’t even go so far as to acquire a list.
The best prospector appeared to be our student in Germany. I think I heard him say he made about 150 dials over two hours and gave about 60 offers. Although he made no appointments, those are excellent results. His offer rate is about 40%. That is very good indeed. The higher your offer rate is the larger list you can prospect.
Out instructor said that this was our last session on prospecting now the class moves into High Probability Selling.
Today I got in another hour of prospecting. I think I’m going to tweak one part of my script. I have a response for the Gatekeeper when they ask, “What is this call in reference to.â€
Previously I said, “I’m trying to find out if he/she wants accounting software that keeps track of all customer orders and how much inventory you have on hand.â€
In the future, I’m going to say, “I sell Microsoft Great Plains accounting software. I’m simply trying to find out if he/she wants accounting software that keeps track of all customer orders and how much inventory you have on hand.â€
Although it’s not critical yet, I’m going to need to do something about tracking my results. HPS heavily stress good record keeping. You won’t be able to figure out what works, if you don’t keep records.
I will admit to having some trepidation doing this. It’s an emotion I need to get over. I attended on of the HPS phone seminars on fear and yesterday I received a recording of the seminar. I have been listening to it and I’m finding it informative, but not transformative.
As with almost everything, we are our own worst enemy.
Posted by Ted at June 7, 2005 9:09 PM