You cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts.

Your sales script is only there so that you can measure and improve what you do. The World’s Most Powerful Sales Script for you will be one that is completely natural. Begin with one developed completely from your subconscious. (more…)

I was in Philadelphia recently with my son Geoff and we went to dinner with Tom Beal (VP - Ops for Mike Filsaime). Tom told us a GREAT story about a sales manager who had a salesman looking for more leads.The sales manager told the rep to come back the next day because he had gotten a very special set of leads. The rep got the leads and that day- he closed 90% of them into sales.

This went on for a couple of weeks and the fourth time he came back to the sales manager and said - I need even MORE of those leads. His manager handed him the phone book and said - “Today you get them yourself. Here’s where I’ve been getting them.”

The sales rep - thinking that the leads were special - had applied a different SYSTEM to closing the ‘valuable’ leads and as such had enjoyed a high closing ratio. Want to know what happened when he found the leads were randomly generated? (more…)