How Recording Your Calls Can Double Your Sales

How Recording Your Calls Can Double Your Sales

Years ago, Stan Billue – the top inside sales trainer at the time – made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I listened to what he said next, and then challenged myself to do it. His advice was:

Record and listen to your calls, every day, for 90 days.

So I did. And 90 days later, I had indeed doubled my sales, and my commission. I was sold on the technique, and have since made it the cornerstone of my training and consulting practice. Why? Because it works! Nothing will make you more aware of all the areas you need improvement in (or of exactly how to improve), more than listening to yourself in action with a prospect.

With many people using cell phones these days for at least a portion of the calls they make, I get many requests of the best way to record calls using a cell phone. I was reading The Week magazine the other day, and they listed the following “Best apps” for cell phone recording. I thought you’d want to know about them:

Automatic Call Recorder Pro really is “automatic. The app records either every call or those from specific contacts. “You simply set it and forget it while it records your calls in the background.” ($7 Android only)

TapeACall Pro is a recording app that provides “just about every feature you could want,” including savable MP3 files. The setup for each call takes a moment, and the app costs $10, plus $8 a year for unlimited recording. “But if you do a lot of recording, it’s well worth it.”

Call Recording by NoNotes is a free app that offers most standard features plus built-in voice transcription, making it handy for recording interviews.

Call Record might annoy you with its ads, but for a free app, it’s “about as good as you’re going to get,” and can record every call automatically. As with all recording apps, be alert to state laws restricting recording.

What Stan said all those years ago is still true today: If you want to double your income in 90 days, then make a commitment to recording and reviewing your calls every day. And now, with these apps, you no longer have any excuse not to.

Mike Brooks
Sales Strategy
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Mike Brooks is founder and principle of Mr. Inside Sales, a North Carolina based inside sales consulting and training firm, and author of the award winning books on inside sal ... Click for full bio

Most Read IRIS Articles of the Week: April 17-21

Most Read IRIS Articles of the Week: April 17-21

Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, April 17-21, 2017 


Click the headline to read the full article.  Enjoy!


1. Market Keeping You up at Night? Look for the Right Hedge


Like so many others in the industry, I was wrong. For years, I was certain that the bull market was nearing its end. I thought the market was over-extended, and that, surely, the wild equities run was coming to an end. But everyone else was bullish, and perhaps rightfully so. And while I’ve watched equities continue on their spectacular rise, I do think now is the time (really!) to put a hedge in place. Here’s why. Here’s how. — Adam Patti

2. How to Manage Bond Market Pain and Seek the Gain When Rates Are Rising


The realities for fixed income investors have changed. How is this being reflected in markets? Bond investing has become increasingly difficult over the past decade. Markets have been heavily distorted by ultra-low interest rates and quantitative easing, as well as by extreme risk aversion in response to the global economic crisis and the eurozone debt crisis. — Nick Gartside

3. Seven Reasons You'll Fail as a Financial Advisor


Is being a financial advisor worth it? I am an optimistic person and I encourage other people to keep a positive mental attitude (shout-out to Napoleon Hill and W. Clement Stone). However, by taking a good, hard look at the negatives in life, we can successfully pivot towards the positive aspects that will help us achieve our goals. — James Pollard

4. The Secret to Turning Every Prospect into a Client


How do you treat one of your most valued, existing clients? Here’s a list of some things that come to mind. — Andrew Sobel

5. Why Do Clients Change Advisors?


According to many advisors I speak with, the only clients that leave are those who have died. And while attrition may not be a big problem in this industry, I have to assume that at least a few clients change advisors without doing so via the funeral home. — Julie Littlechild

6. Why You Should Focus on Getting Referral Sources


I was talking with an advisor last week about how to get into conversations about what he does. He was relaying the story of going jogging with a friend who could be a good client but is, more importantly, connected to a large network of people who fit this advisors ideal client description. — Stephen Wershing

7. How Big Picture Thinkers Seize More Opportunities in 7 Steps


Big picture thinkers are not unicorns - rare and mystical. And they were not born with the innate ability to think big. They do, however, pay attention to the broader landscape and take the time to think, analyze and evaluate. — Jill Houtman and Danny Domenighini

8. 5 Actions to Build Your Reputation


Your reputation is who you are and how you show up, Monday to Monday®.  Many of us take our image and reputation for granted.  Give careful thought to the kind of reputation that you would be proud of Monday to Monday® and that would resonate with your purpose and priorities. — Stacey Hanke

9. How Are You Poised to Begin Welcoming GenZ to Your Workplace?


The generational changing of the guard is a fact of life as old as time. Young replaces old in responsibility, importance, control and culture. Outside of the family, the workplace is perhaps where this is seen most regularly by most people. — Shirley Engelmeier

10. Are Price Objections REALLY Price Objections?


Next time you hear your prospects give you price objections, it’s not because of the price. The give price objections because they don’t know the full value proposition that they’d be paying for. And it’s not based on their need, or your features and functions. It’s based on the buying criteria they want to meet internally. — Sofia Carter

11. Understanding the Economic Value of Transition Deals


Last week we wrote about the economic rationale behind going independent vs. moving to another major firm as an employee. As a follow-up topic, we thought it prudent to analyze transition packages attached to big firm moves and peel back the layers of the onion to show the components of these deals. — Louis Diamond

Douglas Heikkinen
Perspective
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IRIS Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues to ... Click for full bio