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Being a sales executive requires tenacity Mats Zuccarello Womens Jersey , dedication and a skillful plan. Many of us have been in situations where we reach that unwritten fine line between being a salesman and becoming obsessive in our desire to ?Make the Sale?


Did you ever think that perhaps in direct sales, there's a fine line between being persistent and stalking your customer?


Over the years that I have been involved in the sales and motivational development process with salespeople, that invisible line is usually drawn at about once every 6 weeks.


So given that you only have once every 6 weeks to make a direct impression on your "B" and "C" list prospects, how is it possible to make the greatest impression can you make sure those follow-up calls have the greatest possible impact?


This week, let's go back to what I will refer to as 'the science of sales?, and dissect a typical opening call that I hear 80% of the time when I'm coaching and mentoring new salespeople:


"Hi Jim Henrik Lundqvist Womens Jersey , this is Eugene, from RCI, we are the people you met with during your time share presentation at the Grand Mayan Palace in Cancun, Mexico. How are you today? Great!


I'm just calling to check in and see if anything has changed since the last time we spoke, when you were at the resort?"


Did you spot what's wrong with this opener ? and why?


I see at least three big mistakes, any one of which could cost you a potential sale.


Mistake #1: "How are you today?"


Please Authentic Pavel Buchnevich Jersey , please, please never use an opening statement that starts with "How are you today?"


Why? Because all it does is remind your customers of all those dinnertime calls they receive from telemarketers. Are you a telemarketer? I didn't think so. So don't act like one!


Besides, do you really believe that your customers actually think that you are even listening to the answer? Are you listening to the answer? You know the answer, Of course not!


So remember: your prospects see through this opening question just as easily as you do whenever a telemarketer (or less professional salesperson) calls YOU.


Instead, try this rapport-winning phrase:


?Did I catch you at a bad time??


This works well because it points out the obvious, and that makes the customer laugh.


Of course it's a bad time! Any non-scheduled call is an interruption Authentic Brady Skjei Jersey , and no interruption ever comes at a "good" time. After all, if all your customers spent their days just waiting at their desk for you to call, then being in the business of sales would be too easy!


Mistake #2: "I'm just calling to check in and..."


As a sales executive, you need to become someone that the potential client trusts, Are you their mother, or their sales representative?


Seriously Authentic Jimmy Vesey Jersey , are you really calling just to check in or check up? If so, either you've got a lot more time on your hands than I do, or else it's time to seriously consider a career change!


First, start by removing the word ?just? ? it makes you sound unimportant, and your call seem like an afterthought.


Instead, replace it with something like: ?The last time we spoke Authentic Kevin Shattenkirk Jersey , you...


? By mentally taking the customer back to the last time you spoke with them in person or on the phone, you remind them of your relationship, and prove that you are carrying through on what you were asked or promised to do.


Nothing builds rapport better than a promise kept.


And as we know for a fact that BUILDING RAPPORT LEADS TO TRUST, AND TRUST LEADS DIRECTLY TO THE SALE, WHICH LEADS TO A LOYAL CUSTOMER!


Mistake #3: " see if anything has changed since the last time we spoke."


DO NOT BE VAGUE! In this age of instant communications with the internet and international satellite phones, your prospects don't have the time to try to decipher why you're calling ? and neither do you.


According to a study conducted by the American Association of Professional Organizers Authentic Chris Kreider Jersey , the average executive has over 52 hours of unfinished work on their desk every day. Our experience in today's market shows that if a prospect doesn't understand the purpose of your call or your presentation within the first 30 seconds, 99 times out of 100, they will simply lose interest, stop listening and start looking for a way to get you off the phone.


(Does the phrase, ?Please send me some information," sound familiar?)


State up front exactly why you are calling Authentic Vladislav Namestnikov Jersey , and your prospects will appreciate your openness.


To complete what we started in the response to Mistake #2, try tying your opening statement back to something specific the client requested on your last interaction, like: ?The last time we Spoke at the Resort, you mentioned that you wanted me to call you if there was any way that I could save you some money before we have our annual price increase...? or


"The last time we spoke, you mentioned you were looking for someone in the Cancun, Mexico area with experience in this industry Authentic Marc Staal Jersey , and I really enjoyed our meeting and I was thinking about you!?


Breaking the rules


By the way ? there are ways you can stay in touch with your prospects more often than once every 6 weeks, and still not be considered a stalker.


Just use a combination of direct contacts (the phone) with indirect contacts (email or mail).


In fact, I've found that using the phone exclusively is generally NOT the best way to stay in touch with prospects. Instead, I recommend that sales reps use a variety of means to reach their prospects.


Mix up a phone call with an email, and then later maybe send them an individualized hard copy mail piece ? not a generic corporate brochure, but something that's relevant to them Authentic Kevin Hayes Jersey , like an article you clipped from a magazine with a personal note, a celebration card recognizing their Anniversary or an invitation to return to the resort and ?If they are in town, perhaps we can get together for dinner!


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