Pick Up The Phone and Sell

CHAPTER 7PLANNERS AND TRACKERS TO HELP YOU PICK UP THE PHONE AND SELL

You can download all the tools in this chapter, and throughout the book, from my website, www.Goldfayn.com.

As we've established, the key to growing sales predictably is proactive phone calls. And the key to making calls is knowing who to call.

I think this is a major reason so many salespeople don't make proactive calls: we don't know who to call.

We don't spend a few minutes to make a list at the start of the week.

I also believe that although most salespeople understand the importance of following up on opportunities and quotes or proposals, we do not do so nearly enough.

Why?

Because most of us don't have an accurate record of the opportunities before us.

That's the power of the call tracker I introduce in this chapter: it will remind you of what to follow up on.

Use the three planning and tracking tools in this chapter to create a clear and powerful picture of who to proactively call and who to follow up with.

CREATE YOUR TARGET 60: A RUNNING LIST OF CUSTOMERS AND PROSPECTS YOU WANT TO COMMUNICATE WITH

The most successful salespeople who have implemented my proactive calling approach for tremendous growth keep a running list of target customers and prospects. The customers on the list can buy more – and the prospects are ideal future customers.

Here's the Target 60 Sales Success Planner you can use to lay out your own target customers and prospects:

It has only three categories of sales targets to ...