Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?!
Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn’t very good back then. I didn’t know what I was doing wrong, so when I heard Stan make this claim, I was all in.
He also said something else: He said that even though this was a simple and proven technique, 90% of sales rep would not follow through and do it. I thought that was just crazy. Who wouldn’t want to double their income in 90 days? And secretly, I thought, if I increase my sales by just 50% it would be worth it. What I’ve come to find out in my long sales career is that he was right—most sales people don’t follow this powerful technique.
Here’s what it is: Make a commitment today to record your calls each and every day for 90 days, and listen to some of them, analyze them, and make a commitment to improving each and every day in the areas you hear need improvement in.
When I first started doing this, it was pretty painful listening to myself, and listening to all the things I was doing wrong. Here is a brief list of what I learned:
- I talked over prospects.
- I sounded like a salesman.
- I didn’t build any real rapport.
- I completely mishandled the gatekeeper (it was no wonder I rarely got through).
- I didn’t listen to my prospect’s tone or to whether they were open or annoyed—I just barreled on.
- I wasn’t following any kind of script; I was adlibbing it big time and it sounded like it.
- I didn’t sound professional at all – too many ums, and uhs, etc.!
- I didn’t qualify my prospects and instead just set unqualified appointments, and I wondered later why they didn’t close.
- I didn’t set a scheduled appointment for the next call, nor did I set an expectation for that call on the rare occasions when I did set one.
And these were just some of the things I found wrong! What I also realized was that if I kept performing this way, I would never improve my results. And what I’ve found in 30 years in sales leadership and consulting is that the majority of sales reps and sales teams are making these same fundamental errors over and over again, and that’s why they continue to struggle.
To illustrate this, just last week I was asked to be a guest coach with a company called ExecVision (a call recording software company) on a webinar called, “Call Camp.” During this webinar, I listened to and critiqued sales rep’s actual calls. I highly suggest you listen to the recording of this webinar. Listen to the Call Camp recording here.
As you’ll see, the sales reps are making many of the errors I used to make. As you listen to the program, ask yourself: How many of these errors are you or your team making?
So, what to do about it? Take Stan’s advice above. Start recording and critiquing your calls today. If you need help recording your calls, for instance, if your phone system doesn’t allow you to record calls, or if you’re making calls using a cell phone, then here is a great solution to help you record all your calls easily: See the recording program here.
If you have questions about the legality of recording calls for your state, then check this article out by Steve Richard of ExecVision. You’ll learn everything you need to know.
Bottom line, you now have no reason not to record your calls. And if you do, you’ll put yourself in a position to double your income within 90 days. The only question now is whether or not you’re in the 10% group of motivated, committed closers who will do this.
If you are, get ready to earn more money – a lot more.
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