AP - Lara Logan, the chief foreign affairs correspondent for CBS News, tells The Washington Post she is pregnant, and Subwoofers>and the father is a married federal contractor whom she met while stationed in Iraq.
Keeping track of your selling results will help you to pin point your problem areas and identify the key obstacles to your selling success. But how can you track your results in order to get the important feedback you need?
4 sales tips for tracking sales call results
1) Keep track of the number of sales calls you make. - Have a sheet of paper in which you keep count of your cold calls, follow-up calls, presentations, etc. You don't have to be fancy here, just mark them down so you know what your numbers are at the end of the day.
2) Keep track of what happens on each call. - For example, if you made ten cold calls, perhaps two weren't there, two you didn't get in to see, two weren't qualified, two weren't interested, and you got two leads.
3) Get some reasons behind the numbers. - When will the two people be there? Why didn't you get in to see the two prospects? Why didn't the two qualify? Why weren't the two interested? Why were the two leads you did get interested?
4) Analyze the information. - From the above pieces of information, you will start to recognize patterns and areas of the sales process that need work. For example, are you making your cold calls at the right time of day? Are you effectively handling the gatekeeper? Are you calling a qualified list? Are you building sufficient interest? What are you doing right on the leads you do get?
What about your presentations or sales calls? What happened on each call? Did you close the sale? Did you lose the sale because the person got cold feet or didn't qualify for financing? Did you get an objection you couldn't overcome and you have to return?
What does that information tell you? Did you not build enough urgency? Was the person not really an interested lead? Did you fail to properly qualify the prospect? What are you doing right and what do you need to work on?
Save these numbers in a log book so you can come back to them later to review and look for trends. This will give you some ideas as to what you need to improve in order to make more sales.
Bonus Tip - Take the results to your manager and the top salespeople in your company, get their feedback, and then work on your weak areas. Save these numbers to review, and look for trends. This will give you some ideas as to what you need to improve in order to make more sales. And now I would like to offer you free access to a monthly newsletter and weekly sales articles. You can get your access at http://www.completeselling.com
From John Chapin - Complete Selling, Inc.
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