As you know, we are intrigued by lists and statistics and I came across this article in Sales Vault’s current newsletter. It is a quick read and I recommend that you read all 10 tips. To give you a taste of what you will learn:
5. Schedule your prospecting sessions for 3½ hours. Take a fifteen-minute break between each hour. That is more productive than five prospecting sessions of one hour each.
Very interesting thought. If you are like most salespeople, being able to reduce the amount of time you need to spend on prospecting sounds most appealing.
7. Always be in a “Disqualification” mode. Be determined to spend your selling time only with High Probability Prospects. Disqualify low probability prospects quickly and courteously. Don’t allow desperation or anxiousness to deter you from that mission.
Something we all need to remember – it will help to take the focus off any discomfort one may have in getting “No’s”.