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Greg Nanigian and Associates, Inc. | Braintree, MA,

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We’ve been working with a major provider in the jet service industry. A couple of the sales managers shared a common problem with me the other day. They told me that, from time to time, they get very busy. Shortly after those peak times, there is a huge lull in sales. Upon investigation, I found out that the sales people don’t make any re-contact calls during those times and that’s a big reason for the lull that follows the peaks. So, here are my solutions to keep you on track and from “falling off the cliff” after a peak in sales. If you do these things, you will actually create higher peaks and not so low valleys!

Set Contact Frequencies

  • Establish a contact frequency for all your accounts. Contact can be by email and/or by phone and/or by snail mail and/or in person and/or by some other method. Go thru and mark each record with the call frequency for each method, set recurring contact dates.

Make the Calls Daily

  • Set an appointment with yourself every day to review how you did against the goals and plan your next day.
  • Have the appointment with yourself either at the end of the day or the very beginning of the day.
  • Set a specific time to make the calls. During that time do not take interruptions unless they are with clients.  Let everyone know what time you are blocking for recalls.
  • Save the “not so important stuff” for the end of the day before you go home whenever possible.
  • Form a group of three “buddies”, who need to do them same things, to review your activities for the day, “leftovers” and what you will do tomorrow.
  • Realize that procrastination is really delayed gratification and so, do the thing you like the least as soon as possible – in the morning, such as make recalls. You’ll enjoy your day more and be more productive.
  • Don’t let a busy time keep you from making your recalls and getting them done every day or at least by the end of the second day, even if you have to stay late. A message to a client at 6:30pm is still much better than not getting the call done.

Deal with Stress

  • So, plan time into your week if not your day for fun, entertainment, exercise, family time, social activities and personal hobbies. Benjamin Franklin said, “The optimum strategy is one third work, one third play, and one third rest."

Finally, I encourage you to reach out for help on your technique if you’re doing the above and not getting the results you want!

Contact me at 781-848-0993 or greg@gnatraining.com if I can help you in any way.


Greg Nanigian is CEO of Greg Nanigian and Associates, affiliate Sandler Training.  Over the past 27 years, we've helped thousands of sales professionals and organizations optimize their selling strategies, increase profits and create lasting relationships with their customers.

 

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