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How are you going to make 2017's goals achievable? If the goals you set in January last year did not become a reality, what are you going to change this year to make them happen?  It's not about the goals you set, but what the process is to achieve these goals. Repeating the same behaviours that do not lead to success, will ultimately result in another failure. 

Everyone is talking about their resolutions and how this will be “their best year yet”…but how are you going to make it happen?

Vague, generic goals are not going to work. You need a solid plan and a breakdown of how you will achieve these goals.

Read more about how we sets goals within Sandler.

An unusual title, but the event that gave the title led me to ponder, “Why do people hate picking up the phone and prospecting?”

There is a real parallel here with my experience with the skunk and sales people making cold calls . Read on to understand why.

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ websites, advertising, or marketing materials?

Can you answer the following questions about your next prospect appointment?

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

Everyone knows someone. Actually, everyone knows several someone’s. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you. That doesn’t mean that they won’t; you must initiate the action.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more.

A mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy.

(Your competitors are still calling on your client even though you are not).