Posts Tagged ‘Sales coaching Canada’
Reach Your Goals in Business and Sales by Developing a Strong Sales Prospecting Routine
May 10, 2012 | 
Author Prepare In Advance
Reaching your goal in business and sales requires a focused approach to prospecting. Preparing in advance for prospecting is the best way you can keep good momentum while you’re making your calls. Your prospecting set-up routine, or what I call pre-performance routine, is a series of actions that you do to get ready to prospect. To prospect effectively you must be in the right mental state. As you make call after call you will get over the initial jitters and nervousness. With each call you will see your confidence build. Here is an example of a routine that you may want to implement.
1. Develop a Sales Pre-performance Routine
- Take 30 minutes prior to sales prospecting to prepare.
- Use meditation or music to relax.
- Focus on your business vision and sales goals for this session of sales prospecting.
- Roll-play your sales script just before making calls.
2. Collect all the Information in Advance
- Start 100% prepared before you start. Being unprepared interrupts your sales prospecting flow.
- Have all the names, phone number and any important information that you need readily and easily accessible for your sales call.
3. Prepare Your Environment
- Surround yourself with positive influences.
- Prospect sales clients totally undisturbed.
- Stand up and use a headset. Moving around gives you better tone and can help with your nerves.
- Have your sales scripts hung on the wall at your phone station.
4. Prepare Yourself Mentally
- Memorize and internalize the sales scripts.
- Always use a sales script and ask all the questions.
- Have a specific hourly goal of contacts you want to make.
- Have responses to most common sales objections committed to memory.
- Focus your business generating time on setting appointments.
5. Record Your Results
- Only let the phone ring 4 times and move on.
- Track your results daily in your business log.
Having a powerful sales or business development routine to find new clients can give you peace of mind and confidence. If you practice your sales or business development routine regularly and customize it for your business style, you’ll never regret it.
Posted in Coaching | 
Tags: Business coach, business Coaching Barrie Ontario, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, business coaching Winnipeg Manitoba, executive coaching canada, leadership development Canada, Procrastination, Rich Grof, sales calls, Sales Coaching Calgary Alberta, Sales coaching Canada, Sales Coaching Winnipeg Manitoba, sales prospecting, sales scripts, Sales Training, time management | 
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Is a Lack of Motivation to Start Sales Prospecting Stalling Your Business?
Struggling with Sales Prospecting Slows Your Business Growth
If you have ever struggled to find the motivation to start sales prospecting for new business you know how hard this is to overcome. Knowing that business development is the life blood of every business and that at times the best way to build your business is through making sales prospecting calls doesn’t help get over the reluctance. So how do you overcome this before your business dies?
What Causes the Struggle to Start Sales Prospecting?
Most business people, even seasoned sales people will struggle with finding the motivation to start sales prospect. This can happen for a few different reasons most of which have to do with our internal thought process or what we are feeling about prospecting. One thing that will help you is to have a clearly defined prospecting routine that includes all the necessary elements that will help you get into motion.
What is Your Prospecting Routine?
If you plan to be successful at sales you will need work habits that will continually bring in new clients. One of those habits will be a prospecting routine. Your prospecting routine is a series of step or actions that you perform before you start to prospect which will get you emotionally and mentally ready to work effectively. Some of the things to include in your routine are:
- Practicing of your scripts to get over some of the nerves that can show up when you start top prospect.
- Reading positive affirmations to get thinking correctly.
- Reviewing your goals for the prospecting session.
- and having an accountability partner to prevent you from being overcome with the resistance of starting.
So the next time you think to do some prospecting make sure to plan effectively in advance to build your success. With an effective plan prospecting can be easy and doable!
Posted in Coaching, Educational | Tags: Business coach, business coaching Barrie, business Coaching Barrie Ontario, Business coaching Calgary, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, Business Coaching Toronto Ontario, Business coaching Winnipeg, business coaching Winnipeg Manitoba, calendar, executive coaching canada, leadership development Canada, motivation, personal development, Procrastination, Rich Grof, Sales Coaching barrie, Sales Coaching Barrie Ontario, Sales Coaching Calgary Alberta, Sales coaching Canada, sales coaching Toronto, Sales Coaching Toronto Ontario, Sales Coaching Winnipeg, Sales Coaching Winnipeg Manitoba, Sales Training, time management | No Comments »
How to Mentally Overcome Sales Call Reluctance – Sales Coaching
What Holds You Back
As a business coaching professional, I’ve worked with many business and sales professionals on the topic of “call reluctance” and have found there are some common themes that hold people back. Each one of the themes is rooted in wrong perceptions, fear and poor internal dialogs in your mind. There seems to be a battle going on in your mind when you step out and try to do something new and uncomfortable, that’s why most top athletes and coaches will tell you the race is won or lost in your mind long before the start of the race.
Unsure What Real Value I Bring to the Client
The second type of reluctance in making sales calls is that most sales people don’t know what value they can bring to their prospective client. I frequently ask this question, “If you had stumbled into a company that was selling big screen TV’s at 50% off for the next two days, would you have any problem calling your friends to let them in on the great deal?” Most people would call everyone they know and care about in a frenzy to make sure they had the opportunity to take advantage of such a deal. This idea works for the sales we do as well.
When you make a sales call let the prospect know what you provide and how it can benefit them now or in the future. That way when the need comes up they will know you have answers for them when they need it. Many people are slow to see that their needs have changed and then all of a sudden realize that they need to make changes, today. The example I give is when a couple is having a baby. They will discover the 2 door car needs to be changed to a minivan, the apartment to a house, and that the life insurance and education plans need to be implemented because of their changing roles as parents.
A New Way to Look at What You Do
Take a moment and write down what it is that you do and what value it has to a prospective client. How can it make their life better? Does it prevent a loss to them, or protect them in any way? What would the consequences be for poor service? How would you feel if you were in the clients’ position? By putting yourself in the position of your client you can better understand what value you bring to the table. Without the knowledge of the value of your service or the value of your product, you will have a difficult time convincing anyone to use your service or buy your products.
Posted in Coaching | Tags: Business coach, business Coaching Barrie Ontario, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, business coaching Winnipeg Manitoba, executive coaching canada, leadership development Canada, Procrastination, Rich Grof, Sales Coaching Calgary Alberta, Sales coaching Canada, Sales Coaching Winnipeg Manitoba, Sales Training, time management | No Comments »
Enough Already; Stop Struggling With Sales Prospecting!
What Causes the Struggle to Start Sales Prospecting?
If you have ever struggled with sales prospecting you know it can be difficult to get yourself going and if you don’t you will be fighting with yourself wondering what is wrong with you. Most of this internal thought process is hard on our self esteem and seems to perpetuate the problem even more. So how can we stop this negative thinking pattern before we lose our minds? Simple, get a routine that will get you ready for prospecting and reduce the internal resistance so we can move forward.
Customization is the Key
Because we are all so different, each person will have to customize their sales prospecting style to their natural genius or ability. Some will prefer to do a certain amount of prospecting at the same time every day. Others will prefer to make goals to contact a certain number of people per day, while others will have little problem having a very flexible schedule. Regardless of what works for you, it needs to be done. If you are finding it difficult to start any sales prospecting, one of two things might be happening. Your sales call reluctance may be caused by a lack of confidence in what to say or you’re not prospecting in a way that motivates you. Both of these causes are common and will be discussed further in upcoming articles.
Points To Consider to Find Your Sales Prospecting Style
- Everyone is different so don’t be disappointed when you try a style of prospecting that works for a colleague only to find that it doesn’t work for you.
- Look at the times in your business that you are most productive and adapt that style to your business development.
- Practice really does make a difference. In fact we have tracked the confidence of sales people that have practiced what to say at least 3 times per week over 3 months and found that their personal confidence doubled.
- Motivation is important to making sales prospecting work. Set goals that work for you and motivated you to start making calls.
Remember that sales’ prospecting is a skill and it takes time and practice to master. Any forward movement you make is a win and builds momentum for you to continue improving. Don’t give up and miss the business opportunities that come from a consistent sales prospecting routine.
Rich Grof and company is based in Barrie Ontario and service business and sales professionals over all of Canada and the U.S.
Posted in Coaching | Tags: Business coach, business Coaching Barrie Ontario, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, business coaching Winnipeg Manitoba, business development, executive coaching canada, leadership development Canada, motivation, Procrastination, Rich Grof, Sales Coaching Calgary Alberta, Sales coaching Canada, Sales Coaching Winnipeg Manitoba, sales prospecting, Sales Training, time management | No Comments »
Time Management: Distractions Are Huge – Business Coaching
Rich Grof, performance, business and sales coach, tells a story that demonstrates how to avoid interruptions in the workplace. www.richgrof.com
Posted in Videos | Tags: Business coach, business Coaching Barrie Ontario, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, business coaching Winnipeg Manitoba, calendar, distraction, executive coaching canada, interruption, leadership development Canada, lifestyle, motivation, personal development, Procrastination, Rich Grof, Sales Coaching Calgary Alberta, Sales coaching Canada, Sales Coaching Winnipeg Manitoba, Sales Training, time management | No Comments »