Sales Velocity Top Ten Coaching Tips – Tip #5

Have you ever wondered why some prospects never make it into the office?

1. Got lost on the way there
2. Ran into a competitor’s office instead because they drove by
3. Too busy/Not enough time
4. Other

The odds here help us understand where we might apply some best practices in ensuring that our caller visits. We must be meticulous with our directions! Many claim to know where we are and plan to drop us into the GPS for direction. Do not rely on the GPS or your caller. Do what you can to support their navigation. Ask them to share which direction they will be coming from and either confirm or offer an alternate route that better serves them. Consider e-mailing or texting door to door directions. Texting is even better because you know they will have their cell phone (and directions) while in transit. You have an opportunity here to obtain all of their contact information by offering a benefit in exchange.

Second, set an exact time and day for their appointment. Let them know they will have our full undivided attention and that they will be seen before any other visitors at this time. Otherwise, they may get lured in elsewhere on their way and never make it to you! Still skeptical, try it yourself. I recently had the opportunity to shop a sub-market in Florida and missed my 5:30 appointment. Why? I had no directions given, the GPS took me in circles, I passed a competitor, 6:00pm was rapidly approaching and decided to go there instead.

Don’t let this be you. Take control of your schedule and your destiny!


YOU'RE IN CHARGE OF YOU

While your character is formed by circumstances, your own desires can do much to shape those circumstances. Thus, you have the power over the formation of your own character.
You're the master of your fate and the captain of your soul.

Nature is at work around you. Your character and destiny are her handiwork. She gives you love and hate, jealousy and reverence. You have the power to choose which impulse you will follow.

You can at any time decide to alter the course of your life.
No one can ever take that away from you. You're the master of your joys and your sorrows.

The greatest power you possess is the power to choose.

©2006 by Max Steingart