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Slide 1: ==== ==== Revolutionary Software That Truly Works! http://tinyurl.com/7mqknmk ==== ==== Henry Ford's three S's of mass production which I had learned on my management degree course enabled me to treble my sales income by turning PROSPECTING into a Process. Let Henry help you build your Success. Prospecting is so important to your success in sales, if you are not continuously doing it you will fail. Rather than making prospecting a problem, make it a process. The method that Henry ford used to produce motor cars is the basis of all mass production but it also works when applied to any process, even making sales appointments. The process is encapsulated in the three words Specialize. Simplify, Standardize. Specialize I identified for my part time telesales assistant, the exact type of prospect that I wanted to meet. These were, the managing directors of small to medium size companies to whom I could sell Group or Director pension schemes. It is possible for a telesales person to make between 80 and a 100 phone calls per hour when they specialize. I used a variety of sources for her to find these prospects, including Compass directories, Yellow Pages and other databases but the best one of all is the ordinary telephone directory. When using this it is possible to find and group your prospects in a tight area by finding all those with a specific telephone code number. My assistant looked first for the bold type which is how business companies are always listed..Then she would call those companies that had the telephone code for the region in which I wanted to work some days later. This had the advantage for me that it kept all the appointments she made in that area confined confined to a particular day which saved me traveling time. Simplify I wrote a simple script, which I trained my part-time assistant to use, I also told her the kind of objections she could expect to hear, and I gave her answers to those objections. I also made my full sales presentation to her, exactly as I would to a managing director,in order to give her a complete understanding of what it was that I did for my clients, This was designed to give her complete faith in me and my service to the prospects she was calling on my behalf. Standardize I gave her a time sheet of my working week which was made up made up of five days each divided into four time slots These were my appointment times through the days,, starting at 9:15 a.m., and then 11:15 a.m. a break for lunch next 2:15 p.m., and 4:15 p.m. These time slots allowed me up to one hour for each presentation, and an hour travelling time between appointments. This became my standard working pattern for the whole of my insurance career,
Slide 2: and it worked extremely well for me. You may wonder why I specified 9:15, rather than 9 a.m. I had learned there is a psychological benefit in this. When you say you want 15 minutes of a person's time, and you ask for a meeting at 15 minutes past the hour, your request to seems more believable. If your presentation is interesting enough for your prospect, then the time limit ceases to be an issue. In the event that your prospect is not interested or is not a suitable prospect it is no problem to cut and move on at the end of the 15 minutes. As I built a sales organisation I was able to employ telesales people to make all the appointments for my salespeople which kept them so busy it led to our business success. This knowledge will be an asset to you but like all assets if you don't use it - you lose it! Don has over 35 years experience in sales and sales-management in the advertising and Insurance industries. He is a highly successful and motivated entrepreneur involved in coaching salespeople through articles, talks and sales training seminars. His new book "The Master Skills in Selling has just been published on Amazon but if you are really interested in how to make Bigger Sales more frequently and with Far Less ffort, you can get a Free Download of the whole book by going to the link below. http://s332087174.websitehome.co.uk/form/ Article Source: http://EzineArticles.com/?expert=Don_Westacott ==== ==== Revolutionary Software That Truly Works! http://tinyurl.com/7mqknmk ==== ====