Nothing great is likely to happen without a plan!
As a sales person looking for sales success, you need to allocate your time appropriately for sales success. We all want to get in the office or field and close deals, but it's best to follow a pre-arranged schedule such as what follows:
Your Daily Game Plan
Your day as a salesperson is divided into several key elements:
Prospecting to find new opportunities
Advancing and Closing outstanding quotes
Handling current customer problems or situations
Clean up and set up for tomorrow
In all likelihood, you will work on all of the above each day but you will want to work on prospecting for the majority of your time. The reason is simple - you want to get yourself in position to make deals using the law of averages. You're not going to get every sale, so give yourself more chances.
Knowing how to work your time to be most effective is the key to being more successful.
And while you're talking to prospects or customers, Use a Positive Call Attitude.
Don't yell or talk loudly; use a low voice if possible as it carries better and sounds smoother
Beware of being MONOTONE – it will put customers to sleep
Avoid sounding robot-like, going point-to-point, sound relaxed, let it flow
Use your voice to indicate your feelings especially in phone sales
Don’t talk with food or gum in your mouth (or pencils)
Speak clearly, many letters sound alike
Don’t use technical terms with non-technical people unless you explain their meaning
Keep jokes to minimum, it’s okay to have fun but with some limits
Don’t “hmm and haw”, or “ah and er”, or “you know”
Sound determined to find qualified prospects
Don’t babble on, make a statement and let the customer respond
Don’t interrupt a customer to make your point
Don’t pounce, work patiently, carefully
Don’t jump to conclusions
Don’t complete the customer’s sentences
Use listening responses (‘I see’ or ‘, I understand’) to show you’re listening
Avoid unwarranted assumptions
Always ask the customer before putting them on hold
Thank customers for holding or calling you back