You cannot manage what you do not measure!

How do you know if you are experiencing Sales Call Reluctance?

Pull out your wallet or pocket book. . . how much cash is in there?  Take a look at your calendar. . . how many appointments do you have booked?

That’s how you know if you are experiencing Sales Call Reluctance.  It shows up in your wallet and your appointments.

Chris, a veteran sales producer, has committed to getting back into the rhythm of prospecting because he knows that is what fills his pipeline.  He got complacent and slowly “forgot” how important prospecting is.  To get started, he’s simply counting conversations — since he’s in the financial business, he has ten quarters in a pile by his phone.  His goal is to move all ten quarters to the other side of his phone by the end of the day — that means he had ten conversations!  Yeah!  That is the way to get started to develop new prospecting habits.  He’s experienced enough to know what to say on the conversations.   If he keeps his commitment to himself, he’s on the road to prospecting success!

Also, I have created a business development card that keeps score of particular activities that lead to appointments.  If you want this, please email me at connie@exceptionalsales.com and request it — we’ll send it to you. (Make sure you confirm our receipt!)

Commit to tell yourself the truth.  Numbers do not lie.  There are certain numbers that are critical and you know it: How much in your investment portfolio? How much money in your savings account? How much do you weigh? What are your cholesterol numbers? and most importantly How many contacts do you need to make with prospects on a daily basis?  You can hide and deny, but the numbers are the numbers.