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New Sales. Simplified." suggests that to calculate the frequency of phone calls to close a deal, you need to do the math based on your past experiences and sales data. This involves understanding how many calls you typically need to make to close one deal. This number can vary greatly depending on the industry, the product or service you're selling, and your personal sales skills. Once you have this number, you can plan your time accordingly, blocking out regular days and times for making these proactive phone calls, preferably in ninety to three-hour time frames.
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It's highly unlikely that, given options with how to spend their working hours, anyone would default to prospecting mode, making cold call after cold call and experiencing rejection. To reap the benefits of the tactics outlined in this book, you'll need to follow a few guidelines to ensure you make the time for the right activities. First, practice time blocking. Proactively place a hold on your calendar for the regular days and times when you'll be making these proactive telephone calls, preferably in ninety to three-hour time frames. Second, do the math to understand how frequently you need to be making these phone calls to close one deal. Third, put your goals on paper in an individual business plan. Include your goals, strategies, actions, potential obstacles, and personal development.
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Do you find that most of your sales efforts go to waste? Understand the top reasons why people fail to generate new sales and become a true sales hunt...
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