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Guest post by: Leanne Hoagland-Smith Become an Author

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With all the crazy busy small business owners to sales professionals, leaving voice mails has become a standard marketing and selling practice. Yet many still dislike this business and relationship building tactic.

Before you leave any voice mails, maybe you may wish to consider answer this question honestly:

Do you truly dislike leaving voice mails? Sales Training Coaching Tip: Our beliefs drive our behaviors.

In speaking with clients over the past several years, I suggested this activity provided an opportunity to build a bridge between marketing and selling activities as he continued his quest to increase sales. Other small business coaches and sales experts such as Doyle Slayton share this belief as well. Sales Training Coaching Tip: When you change how you look at things, the things you look at will change.

Doyle wrote in one of his blog these words "to increase sales leaving voice mails requires a series of predetermined sales scripts." Another colleague, Bill Napolitano, coined the phrase "Captain Wing It." This role appears to be quite alive and well in business especially for those engaged as professional salespersons. These well intentioned folks do a lot of spraying and praying of their marketing and selling actions with the hope that something will stick. Maybe this is why only 10% of sales people secure 80% of all earned sales or if you must think closed sales.

The predetermined sales scripts are the results of your past interactions with potential customers, current clients as well as ongoing knowledge about current business trends. Much of this information can be found within your strategic business plan and specifically the sales, marketing and customer loyalty action plans. Sales Training Coaching Tip: No written plans suggest you are living the role of Captain Wing It and not Captain Focus.

Voice mails can be an incredible strategic opportunity in any economy and especially a down one. All you must do is to take predetermined actions (written sales scripts), execute flawlessly and monitor your results allowing you to make those necessary course corrections so that you can increase sales.

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