Selling Steps to Success Refresh Tips: Preparing for the Call and Greeting

This document provides refresher tips from the Selling Steps to Success sales training. This refresh is on Preparing for the Call and Greeting. To gain the most benefit of your investment in this training it will involve actively using the skills on a day-to-day basis.

Starting with a Positive Mindset

• Negativity can paralyze you and divert your focus.

• Determine what motivates you and take time to create a positive selling environment and mindset.

Use of Schedules to Help Manage Your Time

Some salespeople “wing it” for their schedule. Meaning, each day when they come in, they determine as they go what they will do and when they will do it. Taking this approach means your day will control you, versus you controlling your day. It is highly recommended that you carefully schedule your time in advance . The schedule for your upcoming week should be finalized before leaving for the day on Friday. Then each day during the week, before you leave for the day fine-tun e the next day’s schedule so when you come in the next morning, it is an effective plan. Taking the 5 minutes it requires to do this will pay off in the end. Your schedule should indicate for each day of the upcoming week what your plan is. Indicate your scheduled appointments and meetings both with customers and internal meetings. Indicate what days and time frames you will be conducting your direct solicitation calls (both outside and telephone). Always allow time for the une xpected! You don’t want to schedule every minute of the day, as this doesn’t allow you to deal with the inevitable issues that will arise. If you don’t have outside appointments planned, then allocate tha t time for other direct sales efforts. You can always substitute the activity with a planned appointment if you obtain one during the course of the week. But if you don’t obtain one, then you have a plan for good use of that time slot. By having a schedule and maintaining it, you will have a clear plan of action in place, minimizing time spent on speculating “What should I do next?” As a result, you accomplish more. In addition, the schedule gives you a sense of direction and this helps keep you motivated. Not having a schedule in place tends to allow a salesperson to feel a li ttle “lost” at times, or they feel disorganized and stressed because they have a lot to accomplish, but don’t know what to start on first. With a schedule, you have a written plan to follow, which will help keep you focused and on target with your action plans. The goal is to plan your work and work your plan!

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