5-Minute Selling

CHAPTER 13TRACK YOUR ACTIONS AND SUCCESSES

Your 5-Minute Action Tracker will serve as a detailed record of your success, as well as an invaluable log of opportunities to follow up on.

As you move through your week, doing your morning calls, follow-ups, DYKs, rDYKs, and other proactive actions, record your actions and success in the 5-Minute Selling Action Tracker.

Record the day and date, customer or prospect name, and codes for the communications you made. The codes you can use are found on this 5-Minute Selling System checklist:

If you asked a stand-alone DYK, enter DYK in the code column. Then write what you asked about: “Asked about a drip pan.” And the customer's response: “Didn't know, bought five of each.”

If you asked about four different products, record it as 4 DYK and list each product the customer bought or didn't buy.

If, on a proactive call, you asked three DYKs and an rDYK, and then you pivoted to the sale, your coding is: 3 DYK, rDYK, Pivot. Then write down what you offered, what products the customer brought up for the rDYK, and what the outcome of the interaction was—did they buy? Do you need to follow up?

In the $$ column, connect a dollar amount to your proactive action. Add a letter to each dollar amount:

• E is for the estimated value of the opportunity ...