While many sales managers rightfully push for high activity levels, to link your outgoing sales calls too close together is a mistake. You are apt to use the same language and the same approach even though the person on the other end of the line is not the same as the one before…and all the while your voice loses its punch. You may make more calls by dialing one right after the other, but you will not be more productive.
Try the one-minute review technique. Just after you have completed a sales call with a prospective client, reflect upon it:
- What went well and what didn’t?
- Could you have taken a different tack?
- Did you talk too much?
- Did you listen carefully to what your prospect was saying?
- How do you think your voice sounded on the other end…too flat, too eager?
- Did you get the results that you wanted?
