Make The Sale Happen Before Lunch by Stephan Schiffman

Author:Stephan Schiffman
Language: eng
Format: epub
Publisher: McGraw-Hill
Published: 2012-03-15T16:00:00+00:00

Can you see how the calls drive the whole process?

If we really examine it, we start to realize that our real objective in making sales calls, day in and day out, is simply to get people to use what we have to offer. That’s what it is all about. And here’s what I want you to remember from this chapter: We can’t get people to use what we have to offer if we don’t reach out to them in the first place.

That means we have to pick up the phone, for an hour a day, regardless of how well or how poorly we think we’re doing, and start new relationships with new contacts. When people tell me they have trouble making calls like this on a daily basis, my message to them is short and sweet: Get over that trouble! Build up the habit of making calls to new contacts for one hour a day. Build new relationships. Set new Next Steps with people you haven’t talked to before.

Success is an appointment you keep with yourself for one hour every morning. I mean that literally. In order to succeed, you have got to take pen in hand to write “make calls to new contacts” into your schedule. That way you’ll respect the commitment, and you’ll be much more likely to honor it. If you were to look at my daily planner, you’d see that the time from 7:30 to 8:30 in the morning is spoken for on the days when I’m in my New York office. (By the way, that period is a great time for reaching people before their day has started to attack them; you can connect with a lot of early risers if you start making calls at 7:30.) It is essential that you actually block out the time by writing it into your daily planner. So do that!

Whether or not you sell for a living, you want to make new commitments happen. If you don’t, then you’re wasting your time reading this book!

The best, simplest, and most reliable way to ensure that new commitments happen on a regular basis is to devote an hour a day to phone calls that initiate contacts with new people.

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