Part 2 of 2
6. Set a goal for the number of people you wish to reach each day.
Simple concept, but most sales people are directionless when it comes to their daily goal for the number of people they want to reach. Write it down at the top of the telephone discipline tool that is available on the free download section of my site, www.greatrecruitertraining.com . It's a free tool and it can help you stay on the phone. It's an incredibly simple tool, but very effective. At the top of the tool, write down how many people you wish to reach and let that be your goal.
7. Set a goal for the number of people you wish to reach that hour.
On the tool, highlight the number of boxes representing the number of people that you wish to reach for that hour. By doing this, you are creating an hour by hour goal for yourself, and that's all you need to keep yourself on the phone. Focus just on the next sixty minutes. Forget about the next seven hours. Just the next sixty minutes. Sometimes we become overwhelmed with all we have to do in the course of a day, so if we just break it down a bite at a time, we can eat the whole dang elephant.
8. Work on your voice.
Drink warm water, never ice water or cold drinks when you're on the phone. Leave the sodas in the soda machine because they are so cold they make you sound tense. You want your voice to be calm, low, and relaxed. Try lowering your voice an octave to warm it up for the day.
9. Have a mirror in front of you.
Smile on the phone when you are engaged in a relationship-building period of your conversation. See yourself smile and you'll actually sound like you really are. Put some flirt in your voice once you have rapport with people. It helps you build friendships with people on the other end of the line. People want to do business with people who they like, so start smiling and people will be attracted to you.
10. Make a series of ten dials at a time.
When you're on the phone, take the handset out of the receiver, and keep it out of there for ten dials at a time. Don't worry about connecting with anyone. Just focus on dialing. Who cares if you reach anyone. You don't have much control over that. You have more control with your focused energy of staying on the phone, so make that a priority. And you can do that by focusing on dialing ten dials at a time. Once you make your ten dials, then put the handset back in the receiver and stretch for thirty seconds. Then pick it up and do another ten dials. Then take another stretch break. By doing this series of ten dials only ten or eleven times, you will find that it is now the end of the day and it's time to go home.
Remember, the whole point of staying on the phone is to make it fun. Use these simple tips to make each hour a contest of you verses your previous hour. I know this is incredibly simple, but I guarantee it to work for you. Try it for thirty days and tell me it doesn't work…I dare you. If you follow the above ten tips, you will see an immediate and a long-lasting improvement in your ability to stay more focused, more discipline, and spend more time selling on the phone.
Good luck! Scott Love
828 225 7700