TIPS ‘‘


Without forgiveness, there’s no future.


DESMOND TUTU


VIDEO: WHAT’S THE ROI FOR A VENDOR AT SALES 3.0?


SELLING TIP Set Daily Priorities


With the plethora of available time management tools, there’s no excuse for a salesperson not to be organized. But good organization doesn’t necessar- ily mean you’ve set your daily priorities. Here are some sug- gestions:


List everything you think you should do tomorrow, either rou- tine or complicated. Don’t worry about the order – just make a list. Then, ask yourself:


• Which tasks have high payoffs that offer the best return on investment in terms of my time and energy?


• Which are absolutely es- sential for me to reach my objectives and goals?


• Which are necessary to reach company goals?


• Which have the highest priority in the eyes of my boss?


• Which of these tasks can be done only by me?


Label high-priority tasks with a 1 and lesser tasks with a 2. Re- view this list every morning and stick with the high-priority tasks. If you can, delegate everything labeled with a 2.


– SELLING POWER EDITORS


SELLING TIP


Sample Scripts To come in from the cold call and set more appointments, build momen- tum from the beginning. Get prospects accustomed to saying yes in the first moments of your call. Present benefits that pique your buyers’ inter- est, then ask the buyers to agree that they are valuable. Your opening conversation should loosely follow this script:


Prospect: Hello? Salesperson: Hello, Susan. I understand you are the Chairman of the Board of Action Computers, is that right? Prospect: Yes. Salesperson: As the chairman, you are probably always looking for proven strategies to [important benefit here]. Prospect: Yes.


After you introduce yourself and what you do, expect busy prospects to


refuse to see you. For a humorous way to get the appointment, personal- ize and use this script. Salesperson (chuckling after prospect says no to an appointment):


That’s interesting. A moment ago you said you were always in need of proven strategies to help you benefit here. Now that you know my name and the company I work for, all of a sudden you’re not interested. Be hon- est – is someone spreading rumors about me that I should know about? Most of the time your buyer will laugh and reassure you that no one is


spreading rumors about you. Now that you’ve broken the ice, say you’re relieved to hear your reputation remains untarnished – and set the ap- pointment.


– ANNE BACHRACH


SELLING POWER SEPTEMBER/OCTOBER 2020 | 5 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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