Despite the rise of email and instant messaging, phone calls still rule the world of sales communications. As I mentioned yesterday in How To Manage Your Time In 2016, there are down sides to relying excessively on email, and time management benefits to checking email only twice a day. Phone calls will remain the backbone of your selling. It's how winning is done. Make your best efforts to master this part of your career. Feel free to start with the following two insights on the art of phone calls.
Plan to make 50 phone calls per day.
That may sound like too many phone calls. After all, do you have the time to book or conduct 50 meetings per day? Except that's not how it works. If your sales team makes 50 phone calls per day, expect 25 conversations as a result of those 50 calls. Of the 25 conversations from 50 phone calls, you may successfully book 5 meetings on a good day. Of the 5 meetings, booked from 25 conversations that resulted from 50 phone calls, at least 2 of your booked meetings will be rescheduled or cancelled. Of the 3 meetings that ultimately occur, you have pretty good odds of closing one deal. That's why planning on so many phone calls is essential.
Start making phone calls first thing in the morning
Ask athletes when they work out, and most of them will say, "First thing in the morning." They need to do it and they get it out of the way. Your morning is when you have all the willpower and everything going for you. As I mentioned in How To Manage Your Time In 2016, you also have better statistical odds of speaking with the intended recipient of your phone call directly instead of through a screener if you call early.
We all have our strengths and weaknesses. Mastering the art of phone calls is just like a workout, it needs to be consistently done over time before you start to see results. And some people will see results quicker than others, but don't sweat it. Your hard work will pay off one day.
It's 2016 and the ultimate sales strategy is always evolving, but N5R.com keeps up. If your condo sales team wants to stay on top of things, then you need to do the same. You have to get N5R.com's 2016 Developer's Guide. Click the image:
N5R's goal is to help innovative real estate developers accelerate the world's transition from single family homes to more efficient and sustainable multi-family residences with a full range of powerful and proven sales and marketing strategies powered by technology."Our week with Roman was a game-changer for our business. Combined with the implementation of HubSpot, Roman has completely changed the operations of our sales and marketing teams for the better. He will be a friend and mentor of the Connekt business for many years to come." - Carly Aherne, Marketing Manager