More than twenty years ago I was beginning a new career with a financial services company. I had been in sales for about ten years at that point and new a bit about ratios and the power in tracking them. It was, however, a very tough sell. I was in a new city where I knew almost no-one and had no circle of friends or acquaintances to draw on. This turned out to be a very good thing because I had to really learn how to prospect.
Day in and day out I had to pick up the phone and talk to complete strangers. After a few months even though I had a lot of success (top new rep in the region for my first year) I was getting beat up by the process. I knew I had to do something to keep me in the game- to keep making the dials. The company I worked for was very good at data mining and we were asked to record all our calls and our ratios. It felt as though I was still missing something. Then it hit me! I went to the records and calculated one more number. Then I went to may wallet and took out a Twenty Dollar Bill. I stuck this on the wall over my phone. A few days later after my Twenty grew legs I wrote myself a cheque for $21.11. You see I figured out that every time I picked up the phone I made $21.11. Every time even if there was no one there or they told me to leave them alone or if they agreed to an appointment. I was going top make an average of $21.11. This was huge for me. I now knew exactly what I had to do to make the income I wanted. I also had a benchmark to improve on. If I wanted to earn a bit more I knew how many calls to make.
Over the years I have continued to calculate this number. A couple of years ago my wife was yearning for a Caribbean Vacation. I figured out the cost and made the extra dials. Oh yes the number has gotten steadily larger over the years but I still get my share of nos. The yeses are just more lucrative!
If you don’t know what your per dial rate is figure it out. You will be glad you did!
Another Interesting Number - To learn more about this author, visit Don Mersereau's Website.
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Don Mersereau
(Visit Don's Website)
Don Mersereau is an expert sales training
consultant who has over 30 years of
experience. In the last 3 years alone Don
has worked with clients in 5 countries and
23 US States. No wonder his business is
booming! Your company can naturally
benefit from his wisdom and his
experience. Mr Mersereau continues to work
with clients from all over the world
coming from various industries. If you or
your sales team are beginning to plateau
or just can't seem to shake bad habits,
give us a call. DEI Ottawa wants to help
you stay ahead of competition with highly
efficient selling techniques taught by
experienced sales training consultants.
See how efficient sales techniques can
increase your company’s productivity!
Visit us on line at www.
powerfulsalestraining.com or call toll
free at 1866-434-1492
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