In the issue of increasing sales in the industry it is of the utmost importance to make a daily report and keep a precise control of appointments.
by Adhir Uzcátegui*
If you manage to develop this skill to the fullest, I assure you that you will increase your productivity by at least 200%, that is, we will study how to be really productive in developing and applying sales techniques in order to increase them up to 200%.
What we will do is the following: Keep a daily control of our work, having well designed the workday, and having good control over the activities we do to achieve great productivity.
So, if you really want to succeed in the highest paid profession in the world: "Sales, I advise you to follow step by step what we are going to learn here, and take the time necessary to fill out "The Daily Report".
This report is a guide to whether you are being productive or not. With this daily report you will have total control of your activities in order to keep a detailed record of the work you are doing and by complementing it with "The Productivity Graph" you will know where you are making a greater effort and which area you need to reinforce. You can also use a CRM (Customer Relation Management) to fill out the reports and these are available on the internet for free.
As translated from its term in English "Customer Relationship Management", CRM becomes an important business strategy focused on the relationship with customers, which can be used in any niche or market sector and fully effective regardless of the size of your company, because all you need are customers and the willingness to offer a product or service.
The Goal to fill our daily report is 20 Personal Contacts, this job I recommend that you do it 1 or 2 times a week (strive to do it 2 times a week, so you see an increase in your productivity much faster).
Here I want to explain that there are 20 personal contacts, not 20 calls or 20 presentations, only 20 contacts.
Let's look at an example with a Security vendor:
Salesman: Mr. Fernando, would you like to increase your sales and reduce losses?
Prospectus: it may be, but the truth right now I'm busy.
Seller: I understand very well, but if you are interested in me explaining my proposals, right?
Prospectus: I'm interested.
Seller: very good, perfect. So, would you like me to visit in the afternoon? Or tomorrow morning?
Prospectus: better tomorrow afternoon.
Seller: ok, like 2 or 4?
Prospectus: at 2 o'clock it's fine.
Seller: perfect, then we have an appointment for tomorrow at 2. Until
later.
Simple, right?
Here the seller made the personal contact, at the end of the conversation the seller proceeds to take the data in the daily report, and write the comment.
And since an appointment was scheduled, it goes on to fill the appointment control, because being very punctual is of the utmost importance when selling.
This daily report is very simple to carry, but very powerful so you can increase your productivity.
Remember that when you finish with that prospect, you enter the next business, make the contact and fill in all the data in the daily report until you get as close to your goal as possible or complete it, remember the goal is 20 daily contacts.
At the end of the report at the bottom you fill in the boxes: Prospects (the number you visited that day), Presentations (the number of presentations you made), and Closings (the number of sales you had).
Remember that this work you have to do at least 2 times a week so that you increase your productivity to the maximum.
I want you to follow me, this is very important: you must fill out your Daily Report for 21 consecutive days, remember that some activity you do for 21 consecutive days will be formed as a habit, therefore, make the effort to keep your daily report for 21 consecutive days.
After having completed the Daily Report we go to the step where we will clearly identify where we are making a great effort and the area that we must reinforce.
Remember to take the time to fill out the daily report and study it.
Please leave your comment on this powerful tool, and remember to come back the next week to tell us how it went to keep your daily report.
Happy sales, and hands on.
* If you wish you can write to the author of this article at email: [email protected]
