Waste time making too many Repeat and follow ups
1. Focus on Efficiency
It is even more important that you are set-up and organised to make the maximum number of calls and have the maximum number of conversation with decision makers as a result of those calls. Spend just a few hours to set yourself up right and be very focused on being organised and efficient, have the right script and call process and you will reach more decision makers and get more sales and be that much closer to your first sale.
2. Get More Information up front as to their buying intentions so that you can properly allocate your time.
You are in charge of your time. Not the people you call. If you don't have a sale yet you can't afford to not know that someone might buy in the short run. If you don't know you cannot decide how to allocate your time and what actions are appropriate.
At the end of your set telephone sales scripts when it sounds or feels like the sale is NOT going to be made this time, take a deep breath and ask them this.
"Mr. Decision Maker, the typical order value for our clients ranges from £500 to £1000, if I could satisfy all your conditions and you were totally comfortable, what would you do?" Then don't say a word. Just listen.
If they say "nothing" because they have no budget, do these things in-house, whatever... you have more information and can choose to handle this “stall” now or allocate their account for a “tickler” / keep warm once a year / once per quarter slot as appropriate.
If they say "Well, we would have budget for this in a couple of month’s time / next quarter and then I would have to arrange for you to meet Mr. X and Ms. Y...”
You also have more information upon which to advance the sale and decide what is the appropriate action and time allocation. If you don't ask, you will never know.
The point is that the sales are out there...just use slight variations of the winning strategies to solve your particular sales challenge.
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