Mastering The Art Of Success

Mastering the Art of Success

remember the name of the frontline person. You want to build a rapport

so that when you do phone back, if y ou have to go through the frontline

person again, you have that rapport. You must remember the person’s

name! That person has now become an ally and that gets you in the

door.

To become successful in sales seems to be a numbers game. Would

you agree?

BERNARD
It is, unfortunately. There are some universal laws in selling and
th at is one of them. It is a numbers game, but the question I have for
my clients is how c an we bring the numbers down? It is quality over
quantity.

WRIGHT
You are an expert in t elephone introductions and prospecting, so
how many calls do you think you should make a week to qualify
prospects?

BERNARD
Let me just introduce the 60/40 rule first and then I’ll get into that
question. The 60/40 rule is 60 percent of your day is planned for
scheduled events, and 30 to 40 percent of your day is planned for
unexpected events. You must allow for that. This goes into activity
management a little bit. How many calls are you going to make in a
week? How many discovery meetings are you going to have? Allow
two to four hours minimum of creative thinking and planning time.
Depending on what i ndustry you are in, you should confirm at l east
three to four appointments a day. That is a great day. Even if I do
traditional selling, if I have four discovery meetings wher e I can see the
decision-maker, that is a great day. I allow two hours per meeting. That
gives me the time to travel to and from the appointment and actually
sit down with the decision-maker. An ideal day would be an
appointment for 9: 00 AM, 1 1:00 AM, 1 :00 PM, and 3: 00 PM.