Don't underestimate the fundamentals.
I have always been a believer in the power of fundamentals to accelerate performance. I have seen repeated examples of rapid accelerations in ability and performance when an individual takes the time to master the basics.
In reflecting about a number of recent conversations I have had about leaving effective voice mails to get prospects to return calls, it struck me that this is another great example.
You have to admit that the voice mail message you leave is certainly not an advanced sales technique. Yet look at the impact this fundamental action potentially has on results.
The average salesperson makes say 60-100 telephone calls a day. On a good day that might represent 10-12 conversations with prospects, which in turn leads to 2 or 3 sales. (The numbers might be different but the percentage of contacts per call is very low.)
That means a salesperson, buy simply improving the effectiveness of their voice mail message, could potentially double the number of contacts per day, thus also doubling sales and the resulting call to contact ratio would still be below 50 percent.
This is just another example of how the mastery of a simple part of the sales process can have tremendous impact. Here is a short list of other basics I believe can make remarkable changes in results: communication skills, questioning skills, objection handling skills, and closing skills.
Take the time to make sure you (or your team) master the simple things, and you will find that all of the sudden you do the more complex with far greater competence!
In reflecting about a number of recent conversations I have had about leaving effective voice mails to get prospects to return calls, it struck me that this is another great example.
You have to admit that the voice mail message you leave is certainly not an advanced sales technique. Yet look at the impact this fundamental action potentially has on results.
The average salesperson makes say 60-100 telephone calls a day. On a good day that might represent 10-12 conversations with prospects, which in turn leads to 2 or 3 sales. (The numbers might be different but the percentage of contacts per call is very low.)
That means a salesperson, buy simply improving the effectiveness of their voice mail message, could potentially double the number of contacts per day, thus also doubling sales and the resulting call to contact ratio would still be below 50 percent.
This is just another example of how the mastery of a simple part of the sales process can have tremendous impact. Here is a short list of other basics I believe can make remarkable changes in results: communication skills, questioning skills, objection handling skills, and closing skills.
Take the time to make sure you (or your team) master the simple things, and you will find that all of the sudden you do the more complex with far greater competence!
posted by The TeleSales Guru at
8:53 PM
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