| There are millions of pages written on getting | | | | Create webinars and market to suspects |
| appointments in all sales training books. I have | | | | Utilize social media |
| even written a compilation piece on this, it is a | | | | Create a referral program |
| good article that results in appointments, if done. | | | | For companies to maximize current appointments: |
| There are also millions of pages written on the | | | | Change sales training |
| sales strategies that cover the gamut of the | | | | Change sales management |
| different types of sales methodology, and range | | | | Change sales consultants |
| from the very simple to the extremely complex, | | | | If you took both lists and analyzed each item you |
| i.e. Dale Carnegie to Neural Linguistics. | | | | would discover that there is tremendous expense |
| The simpler methods are good, and the complex | | | | to the company for each, and most solutions |
| is beneficial too, but they all seem to have the | | | | listed are not what we could call immediate |
| caveat of leaving too many sales on the table. | | | | deliverables. What to do? |
| Sales closing ratios average from very low | | | | As you can see, "change in sales training" has |
| percentages (8%) up to the 30% range from | | | | been highlighted, as it presents the most cost |
| sales consultants that I have talked with. We | | | | effective solution. The question then becomes |
| have a tendency to almost be apathetic about | | | | which sales training. This subject would also have |
| those percentages and have the attitude that it is | | | | its' list of questions. |
| the best we can do. Is it? | | | | 1) Does this work? |
| Most sales training books themselves remind me | | | | 2) Is implementation quick enough to have |
| of an old joke on how to become a billionaire. The | | | | immediate impact? |
| first line is "...first you get a million dollars..." In sales | | | | 3) Will this work for my sales consultants and |
| books, the first lines generally include words that | | | | me? |
| seem to say, "...First you get an appointment..." | | | | Sales consultant training has begun a new era. |
| The appointment is assumed. | | | | The sales process has been steadily moving |
| Companies, and the sales consultants that work | | | | toward a process that dictates that sales |
| for them, need sales now - both want more | | | | consultants follow a structure that allows the |
| profitable revenue. They have a common goal. | | | | prospect to be responsible for content and then |
| There are two solutions that I can see for better | | | | comes to their own conclusion whether or not |
| results. | | | | you have the correct solution. Prospects need to |
| Get more appointments | | | | sell themselves. |
| Maximize the appointments you are already | | | | Just winging it will not cut it anymore, as after |
| getting | | | | decades of statistics, we know that the brilliant |
| Possible solutions for companies to get more | | | | conversationalist is not necessarily the best sales |
| appointments: | | | | consultant. It takes a structure that contains |
| Increase telemarketing | | | | targeted questioning that will give birth to a |
| Increase marketing | | | | sharing of ideas through two-way communication |
| Increase inside sales efforts | | | | and making a decision with no procrastination or |
| Demand that Sales makes more cold calls | | | | hesitation. |
| Attend more conventions | | | | |