Master salespeople are always looking for a performance edge. One of the tools that they employ is measuring their performance ratios. The average salesperson works hard to avoid dealing with those measurements. In organizations that try to track performance, many salespeople are either afraid of the process or they actively try to fudge the numbers. Here is why they do that along with why it is so beneficial for individual salespeople to track properly.

Done properly, measuring performance ratios provides an accurate snapshot of the actual progress that is being made by a sales team or an individual salesperson. Most sales companies understand this and set up systems to maintain statistics on a variety of activities such as sales opportunities, presentations, demonstrations, closes and deliveries. However, the manner in which this statistical information is used in some organizations can be a problem.

The information gained through tracking is useful only if managers use it to provide constructive help to the team or individuals. If, instead, it is used as an intimidation tool, it will be a destructive influence on the sales floor which is the reason why so many salespeople fear and avoid it.

In organizations where stats are used correctly by sales managers, some salespeople still don’t cooperate. Could it be a case as suggested by Jack Nicholson in the movie "A Few Good Men", "You can’t handle the truth". Performance ratios, tracked accurately, will provide salespeople with valuable information in order to understand just where they are with respect to their goals. They point out their weaknesses and their strengths. They illustrate where course corrections are needed and what is working well.

If your organization doesn’t actively track your ratios, take it upon yourself to do so for yourself. Do it honestly. Analyze carefully and don’t beat yourself up. Simply learn and make the appropriate adjustments if any are warranted. Performance "tracking ratios" is a vital tool of the masters.

We offer complete, powerful and very affordable computer based Mastery sales training for company and educator use. Available at http://www.sellingatmastery.com/

Individual salespeople wishing to Master their selling skills and those wishing to learn how to sell at mastery are invited to please visit http://www.salestraininghere.com/

Both sites offer free valuable training bonus resources just as a thank you for stopping by.

There is a very lucrative affiliate offer that you will want to check out because getting paid is good!

We proudly offer a no nonsense risk free guarantee.

If you are serious about improving your sales results, earning more money and boosting your customer satisfaction record, you can’t afford to pass this opportunity up. Please visit us now! Get paid more, more often!

Over years of sales management and sales training, I often heard salespeople say something like, “I’m smarter than almost everyone working here, I take sales courses and read stacks of books, yet they outsell me. Why? I just don’t understand.” The real question is, ”Are these salespeople simply venting their frustrations or do they really want to know?” If you have ever asked the question and would really like to know the most likely reasons, please read on.

I have come to the conclusion that there are three prime reasons for underachievement when intelligence and knowledge are not factors. They are procrastination, attitude toward money and lack of passion which can be tied to a sense of unworthiness.

All the knowledge in the world will not bring results to anyone if he or she fails to implement what has been learned. I believe that procrastination has its roots in fear, the fear of change. However if things are to get better, they do have to change. Although I mentioned procrastination first, it likely is as a result of one or both of the other two factors.

In a time of real abundance, it is surprising how many people have a real sense that money is ‘the root of all evil’ or that they personally are ‘unworthy’ to receive it. Both beliefs have usually been created by societal conditioning.

By this I mean that groups in society who have money and who are accumulating more of it are trying to protect their wealth and influence by convincing you of ideas that will either discourage you from allowing abundance into your life or perhaps convincing you to give your ‘evil’ money to them.

It could be argued that the methods used by some in the pursuit of money may be described as evil but money itself is definitely not evil. As far as worthiness goes, if you are not worthy, then who. If you adjust these belief systems, inner passion will develop and procrastination will soon become an non-issue.

Here is one final thought. Some people simply try too hard. They push themselves to the point of creating frustration which is a negative energy that seems to repel positive results. If you have prepared properly by seeking and absorbing knowledge, if you have practiced to develop competency, if you have the fire of inner passion and if you have taken action, quit pushing yourself unreasonably. Relax some and ‘allow’ positive results to flow to you.

We offer complete, powerful and very affordable computer based Mastery sales training for company and educator use. Available at http://www.sellingatmastery.com/

Individual salespeople wishing to Master their selling skills and those wishing to learn how to sell at mastery are invited to please visit http://www.salestraininghere.com/

Both sites offer free valuable training bonus resources just as a thank you for stopping by.

There is a very lucrative affiliate offer that you will want to check out because getting paid is good!

We proudly offer a no nonsense risk free guarantee.

If you are serious about improving your sales results, earning more money and boosting your customer satisfaction record, you can’t afford to pass this opportunity up. Please visit us now! Get paid more, more often!

The adage ‘If you fail to prepare, then you should prepare to fail’ rings true in sales and in all other professions. Many sales professionals expect to surpass sales quotas become top producers and achieve success without adequate preparation. This lack of preparation results in frustration and discouragement.

How passionate are you about selling? You might be tempted to ask what passion has to do with preparation. If you are not passionate about selling then preparation becomes drudgery since you will only be going through the motions. You may be selling with the intent to pay your monthly expenses and meet financial goals. These goals provide motivation but not passion. Passion itself provides motivation making it easier to sell and to prepare. If you are not motivated to sell then you should not expect the customer to be motivated to buy your product.

To prepare effectively you need a written plan. This written plan should be a way to help you achieve your goals. Sales professionals should have above average goals so that they can prepare more n depth and with more vision.

Preparation is a part of planning and both works hand in hand. When following a written plan you must prepare for each stage outlined in such plan.

Preparation is also vita in order to have thorough product knowledge. If you customer knows more about your own product than you do then most likely they will not buy from you. This can be very embarrassing for sales professionals because they are supposed to be prepared and know their products. Missing out on a sale because of a lack of preparation is inexcusable and should never happen. It shows that you are not motivated or take the sales seriously.

Finally, preparation requires practice. For instance, if you were giving a presentation you would prepare by practicing until you can deliver the presentation flawlessly. If it is a sales pitch, you would also have to practice until you can deliver it perfectly. All sales professionals should strive to be adequately prepared which will result in more sales as well as personal and professional growth.

Author is an internet marketer who specializes in article marketing.

Whether you are starting out in your selling career or working to improve your performance on an ongoing basis you understand that there are certain criteria that must be in place so that you will achieve your goals.

Among them you will need to have inner passion and a willingness to take action by stepping out of your comfort zone. Plus you will need to seek out access to comprehensive sales training knowledge through a trainer who will assist you in your journey. The questions are “How do you find the knowledge?” and “What do you look for?” Here are Nine Tips to help guide you.

Tip #1: Seek Out Experience. When looking for valuable sales knowledge, it’s a good idea to look for someone who has ‘been there … done that’. Theory alone does not get it done when it comes to selling or training and coaching. The greater the experience, the greater likelihood the information being shared will benefit you.

Tip #2: Is the Basic Nature of the Sales Training Geared to Teaching, Coaching or a Balanced Combination of Both? If you are unsure of the difference you might want to check out my article “Training vs. Coaching - There Is A Difference” at EzineArticles.com. Training imposes answers from outside of yourself. These answers are the opinions of others. Coaching, on the other hand, helps you to draw solutions from within. Both have their place in determining what works and what doesn’t work for you. Seek a balanced approach for maximum personal benefit.

Tip #3: Is the Trainer Promising One Stop Shopping for All Your Training Needs? The top trainers in the selling industry, or any other industry for that matter, realize that they are competent experts. However, I have yet to meet even one so egotistical or arrogant as to suggest that he or she has all the information that you need to be successful. If you run into a claim like that, it’s probably very wise to keep a good grip on your wallet because it simply can’t be true.

Tip #4: Is the Training General or Specific? Both have their place in adding to your success potential. The focus today is often very specific but that can have its limitations. If you haven’t already done so you can explore my article “The Dangers of Relying Solely On ‘On The Job Training” at EzineArticles.com. As with most things in life, a proper balance will definitely serve you best.

Tip #5: Is the Training Affordable? While it is true that there is a great deal of knowledge available free of charge, the task of gathering it can be quite daunting. It will prove very time consuming. This doesn’t mean that it shouldn’t be part of your learning strategy but don’t rely on it exclusively. Expert trainers and coaches do charge for their knowledge just as universities and colleges do. The value of that knowledge is not always determined by the highest price. Plan to pick courses and seminars that are affordable for you. You can choose higher cost options as you improve your financial position if you choose to. The important thing to do is to take action and get the learning process started. Be prepared to invest in your future. A reasonable figure might be 2-3% of your annual income. Investments in education are tax deductible in most jurisdictions.

Tip #6: Is the Trainer the best? This question is similar to Tip #3. The best trainers and coaches will never make that claim. What really matters is whether the training or coaching works well for you. If the material resonates with you and offers help in areas that you need assistance with, you will gain measurable benefit.

Tip #7: When does it end? Realistically, it never does. The marketplace is in a constant state of flux. Even if you find yourself at the top of your field you will benefit from ongoing professional development in order to stay there. Once you quit expanding your knowledge you will find yourself either sliding backwards or being overtaken by the competition.

Tip #8: Is there a Promise of Overnight Results? Get rich overnight is a pipe dream created by Hollywood, lotteries and con artists. In the real word success is a process that is achieved one step at a time. Competence in selling is achievable relatively quickly while excellence and mastery take a little longer. Beware of excessive hype.

Tip #9: Is the Material Easy to Assimilate? Evaluate the material being offered. Be sure that it will be fairly easy to assimilate. It does you no good if you can’t understand it. The communication should be conversational in nature. That is the easiest to process. “Test fly” a sample of the training if you can. Chances are that if you receive some new ideas and knowledge the rest will work as well and will pay you significant dividends.

Conclusion: Nothing will happen to advance your career until you seriously commit to taking that first, or perhaps the next in the ongoing steps to change for the better. It can’t happen without your help. The key to progressive improvement is action, and you hold that powerful key!

We offer complete, powerful and very affordable computer based Mastery sales training for company and educator use. Available at http://www.sellingatmastery.com/

Individual salespeople wishing to Master their selling skills and those wishing to learn how to sell at mastery are invited to please visit http://www.salestraininghere.com/

Both sites offer free valuable training bonus resources just as a thank you for stopping by.

There is a very lucrative affiliate offer that you will want to check out because getting paid is good!

We proudly offer a no nonsense risk free guarantee.

If you are serious about improving your sales results, earning more money and boosting your customer satisfaction record, you can’t afford to pass this opportunity up. Please visit us now! Get paid more, more often!

Losing sales opportunities or having previously closed sales unravel cause more ulcers and headaches for salespeople than almost any other one thing. As salespeople, we fully understand that these events are as inevitable as spring following winter. Why then do they cause so many emotional problems for some salespeople. It can be answered with one word, "Ego". Here is a simple strategy to help tame the ego and reduce the need for aspirin and antacids.

So much of our overall performance is based on our emotional state of mind. When salespeople ‘perceive’ failure where they are trying to succeed, many experience their ego wanting to assign blame to the situation. Assigning blame is usually a destructive action emotionally. It will normally lead to anger, at some level, being directed toward the customer or anger directed within.

We know that anger experienced internally will diminish self esteem and create unwarranted stress. It can even trigger severe health issues, both emotionally and physically.

The first part of taming the ego is recognizing this one essential thing. When a sale or a sales opportunity is lost and all attempts to salvage it have been exhausted, it must be relegated to history. It’s over. If you didn’t enjoy the dinner you had two nights ago, living in the past, wishing, hoping or complaining, will not change what you had to eat or your enjoyment of it. Reliving it or assigning blame for it is a total waste of energy and keeps you in the emotional cesspool.

Fortunately, there are a couple of action choices that are just the opposite. When we examine the lost opportunity in the positive spirit of learning something new, we will either discover that we could have done something more effectively or we did everything as well as it could have been done, given the conditions at the time.

If we learned that things might have been done better, we can now choose to make the necessary adjustments or obtain the appropriate skills or knowledge for the next opportunity. If, on the other hand, everything was done well and circumstances beyond your control blocked the sale, take the opportunity to reassure yourself that you are performing a professional service well. Don’t let your ego draw you into the unproductive ‘blame game’.

We offer complete, powerful and very affordable computer based Mastery sales training for company and educator use. Available at http://www.sellingatmastery.com/

Individual salespeople wishing to Master their selling skills and those wishing to learn how to sell at mastery are invited to please visit http://www.salestraininghere.com/

Both sites offer free valuable training bonus resources just as a thank you for stopping by.

There is a very lucrative affiliate offer that you will want to check out because getting paid is good!

We proudly offer a no nonsense risk free guarantee.

If you are serious about improving your sales results, earning more money and boosting your customer satisfaction record, you can’t afford to pass this opportunity up. Please visit us now! Get paid more, more often!

I lost out on two big contracts the last two weeks. Typically I don’t let losses like these affect me mentally. Sales is no different from sports in that you can’t win them all. And if you allow the losses to get under your skin, then you’ve lost in more ways than one. Having said that, it’s one thing to know and it’s another thing to do. Having just started a new job at the beginning of the year, I was especially anxious to land these deals in order to hit the ground running. So although I tried not to get down too much, I have to confess I took it rather hard. I didn’t have much skin in one of the deals, so I wasn’t counting on that one too much. But the other deal was a long time customer. And even though I can rationalize and tell myself that it was a business decision based on a lower price from a competitor, it still hurt. But what can you do?

It’s OK to take some time to gather your wits and even feel sorry for yourself, just as long as you don’t revel in your sorrow too long that it affects your future performance. Whenever you have a lot of time vested in a deal and a long term relationship is involved, losing a deal in that situation can understandably cause even the most vetern war horse to grieve. But if you have to grieve, get over it quickly.

One of the best ways to get over losing a deal is to learn from the loss. Losses can either make you stronger or they will make your weaker. Only you can decide how a loss will impact your future. After a short grieving period, I am determined to learn from the loss and continue forward with even greater resolve. I believe in my skills and will continue to build on them and improve myself on a daily basis. I know that I can only control myself. I cannot control competitors that chose to give away their services. I cannot control the fact that some of my competitors have much less overhead than my company does. I cannot control buyers that chose to use low-bid as their only criterion.

I can control how hard I work, how much I know, how honest I am, how smart I work and how much value I bring to my customers. By reminding myself that we learn more from our defeats than we do from our victories, I can control whether losing a deal weakens me or stregthens me. By reminding myself that metal is made stronger by exposing it to fire, I can control my mental attitude. I can remind myself that it’s not the problems that your are facing that is important, it’s how you face your problems that counts.

Hector Cadena is a 25 year sales veteran with a successful track history of building strong relationships with his customers. Cadena shares his proven sales knowledge with others on his web site at http://www.hectorcadena.com

Have you ever wasted too much time and energy preparing a proposal for a potential client that isn’t committed to committing? I call these prospects “window shoppers” the problem is… I don’t have a window, nor do I have merchandise on display to make a sale. I am in a business that offers business to business services.

The service business is a great deal different than businesses that offer lines of merchandise. Thus, transforming a prospective client into a paying customer is much more challenging. A client that signs a service agreement is agreeing to pay for something they can’t see or touch, with the assurance they will receive services rendered within a specified period of time.

Most businesses that offer a line of merchandise have the advantage of offering “instant gratification,” their customers walk away with a product in hand. While the product sometimes includes a service agreement, such as a cell phone for example, the customer still has something tangible to show for their “purchase.”

It’s a great feeling when a prospective client requests information pertaining to the services you offer. On the other hand, it can be time consuming to prepare a proposal each time you receive an inquiry. This is where “pre-qualifying prospects” comes into play. You can spend a lot of time and energy answering questions and preparing proposals for people who are just looking at what’s out there. Too often, these prospects have no intention to “buy.”

I have learned the hard way, that it is a good idea to have brochures, or flyers outlining your services on hand. Not only can you offer these to prospects, it’s a great way to market your business via direct mail or advertising techniques. While it is an excellent policy to provide such information on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

There are ways to recognize if you’re dealing with a window shopper, or a genuine prospect. Answering questions with questions of your own may pinpoint what they’re looking for (services or just information). Pre-qualifying prospects is an essential time management tool that can minimize the need to spend wasted efforts on a dead-end prospect.

A contractor might ask a prospect how many bids they’ve received, and if it’s a one time, or ongoing project, then quote rates accordingly. If it’s a one time project the contractor could ask what the deadline for completion is. If their schedule can accommodate the project soon, they could pre-qualify prospects by suggesting they are available next week, but after that their schedule is full. If a contractor has vendors offering special rates on supplies, they could relay this information to offer the prospect the opportunity to minimize costs.

A commercial cleaning service that is pre-qualifying a prospect could inquire what other services the prospect requires. For example, a cleaning service that offers plant maintenance, or stem cleaning office furniture, could minimize the prospects need for soliciting multiple vendors.

A prospect researching medical insurance might inquire about rates. The insurance consultant might pre-qualify their prospect by saying “we have a special promotion through the end of the month offering a package deal on medical, dental and optical insurance. This could create a sense of urgency to someone wanting to tap into a special offer.

Always be honest and make offers in a positive light that will benefit the prospect. If you aren’t able to offer discounts, don’t imply that you can. If the project can’t fit into your schedule, don’t try to squeeze it in. Avoid making promises that compromise the quality of your service, and your business’ reputation.

Pre-qualifying prospects by asking questions that will encourage a prospect to make a decision sooner, will enable you to distinguish a window shopper from a genuine prospects.

Always remain professional to prospects, even if they appear to be a dead-end lead. If you conduct yourself in a professional manner, this may very well be what comes to mind if the prospect requires your services in the future. The truth is, while a prospect may not result in becoming a client, they may prove to be a positive lead by mentioning your name in casual conversation with colleagues or friends.

Donna Vestre is the President/Founder of South Coast Revenue, a Professional Recovery Consultants Firm based in Anaheim California. Donna is also a freelance writer focusing on business, and account receivables issues. Please visit Donna’s website at http://www.SouthCoastRevenue.com to explore an array of articles located in the Guest Speakers Lounge pertaining to business, written by various authors in their fields. Donna’s website offers an abundance of free resources, links, and practical advise pertaining to collections and business.

The strength of any great sales professional is in the size, value, and credibility of the pipeline. A pipeline is defined as an identified prospect company to which you have described the features of your products or services. These features will enhance the value of the prospect’s business or solve a potential company problem in the future. A good sales professional looks at a pipeline as a living, breathing, and growing object. It will start out small and continue to grow when it is fed the proper nourishment, and will begin to feed you only at its mature stage. Building this pipeline can also be compared to constructing a commercial skyscraper; the deeper and stronger the foundation, the
taller the building. The construction of an industrial or commercial building represents considerable investment in terms of both time and skill. It is critical that the pros and cons be carefully weighed
before making the decision to attach a prospect to your list. The tools, skills, and a great deal of time go into constructing a profitable pipeline. Tools and skills include networking, fact-finding, concentrative-listening, information verification, and payback. Activity, as it relates to building a pipeline, is key to success. The higher the level of a new contact, location of a new business, and
rediscovering old opportunities, the greater will be the size, value, and credibility of the pipeline.

Start in the center and work your way out. Find people
you know, companies you know, and businesses in
close proximity to your place of business, home, and
school.

Every business is a suspect until eliminated on the
basis of a prospect’s needs, buying timing, and
opportunity.

Develop a ranking system for the prospects in your
pipeline. (Rank the prospects in your pipeline
according to when they are schedule to close/buy. A
three- or four-tier ranking works well.)

Feed your pipeline daily, and it will feed you monthly.
(Each time you eat, feed your pipeline one suspect. In
one week either convert to a pipeline prospect or
eliminate.)

Every great pipeline will have some rabbits, deer, and
elephants. (The object of the game is to have
something closing at all times — small prospects you
can close quickly, medium prospects that may require
more time, and large prospects that could require more
time and have a greater dollar value. Your industry
will dictate the number of accounts in each.)

The easy sell is the one that your product and services
were design to solve. The solution that integrates
seamlessly and provide the greatest value to the prospect.

Avoid the six deadly sins of building a profitable
pipeline.

Pride is excessive belief in one’s own abilities that interferes with the individual. There is gold in some of the strangest
environments. Look under every rock. Don’t let your pride
stop you from entering those golden doors.

Envy is a feeling of discontent or covetousness with regard to another’s advantages, success, and possessions.

Gluttony is excessive eating — to over consume prospects
in one’s control. Every company does not belong to you.
Only eat what you have placed on your plate, not everything
on the buffet table.

Lust is to crave, hunger for, covet, or yearn for power. Resist
the need to over control the prospect or your information.
Let the information flow to you. (When the student is
ready, the teacher will appear.)

Anger is manifested in the individual who spurns love
and opts instead for fury. It is also known as wrath.
Anger blocks one’s creativity, reasoning, and fact-finding
abilities. All are in need of building a profitable pipeline.

Sloth is the avoidance of physical, mental or spiritual
work.

Greed is good. Control it; don’t let it control you.

FRANK MIMS V is a former Private Country Club Clubhouse Manager. For the last 20+ years he has earned his living as a career sale professional with the Xerox Corp., Wiltel/Worldcom and the Canadian based Mitel Networks Inc. an international communication company. He has sold in both the domestic U.S. and international markets worldwide with his focus on large enterprise corporation account penetration.

Today Mims is President of The Mims Morning Meeting a SALES SKILLS ENHANCEMENT COMPANY designing training technique for meetings to stimulate sales and productivity for sales and marketing organizations. He is also a guest lecture at colleges and universities. Mims is a master storyteller and the author of the soon to be publish book “THE BEST WAY TO GET ON YOU FEET IS TO GET OFF YOUR ASS AND SALE SOMETHING”. You can view some of Mims midget sales skills enhancement stories booklets online at http://www.mimsmorningmeeting.com

For salespeople who sell motorized products such, cars, trucks, motorhomes and other vehicles, the act of properly demonstrating the product can turn dangerous or even prove deadly. Proper safety procedures need to be taken to protect the product itself, the safety of the prospect and of the salesperson. Far too many salespeople take unnecessary risks every day. Don’t volunteer to be a victim by being careless. Here are ten tips to keep you safe.

Tip 1: Be totally familiar with the operational controls of the vehicle you are demonstrating. This isn’t simply good product knowledge, it is a safety concern because it prevents fumbling for the controls on the road.

Tip 2: Have a preplanned demonstration route and know the time that it should take to complete. This will let the staff in the store know where to look if you run into trouble and are not back in a reasonable time.

Tip 3: When you leave the store for your demonstration, inform the receptionist, manager or a responsible coworker. Once again, for the same reason as above.

Tip 4: NEVER offer an on road demonstration to someone who appears under the influence or smells of alcohol. Your life is worth far more than the demonstration or even the commission.

Tip 5: ALWAYS Check that the prospect is carrying a valid driver’s licence. Just because someone is old enough to drive doesn’t mean that he or she is not under suspension.

Tip 6: ALWAYS make a photocopy of the prospect’s driver’s licence and leave that copy in the store. Someone planning to try to steal the vehicle will rethink if they understand they are properly identified.

Tip 7: Always operate the vehicle first to ensure that it is performing properly. Once it is properly warmed up you can turn it over to the prospect.

Tip 8: Control the keys during a vehicle turnover. More than one salesperson has been left standing at the side of the road by someone who has sped off because the keys were left in the vehicle.

Tip 9: Always follow the posted speed limits and ensure that your prospect does the same. A vehicle demonstration is no time for egos to get out of hand. Traffic tickets don’t add much to the sales cycle.

Tip 10: Avoid distractions such as the vehicle sound system or cell phones. Keep volumes low, or better still, off altogether.

Demonstrations can be the most productive part of your sales cycle provided that you stay aware and plan to keep them as safe as possible

We offer complete, powerful and very affordable computer based Mastery sales training for company and educator use. Available at http://www.sellingatmastery.com/

Individual salespeople wishing to Master their selling skills and those wishing to learn how to sell at mastery are invited to please visit http://www.salestraininghere.com/

Both sites offer free valuable training bonus resources just as a thank you for stopping by.

There is a very lucrative affiliate offer that you will want to check out because getting paid is good!

We proudly offer a no nonsense risk free guarantee.

If you are serious about improving your sales results, earning more money and boosting your customer satisfaction record, you can’t afford to pass this opportunity up. Please visit us now! Get paid more, more often!

Salespeople often have the need to set up appointments, either offsite or in their place of business to engage a prospect in a selling opportunity. Many salespeople waste massive amounts of time through appointments that are not kept. There are two primary reasons for appointments being broken and one simple solution to solve the problem.

In my experience, customers fail to keep appointments because they get cold feet (fear of something) or because of busy schedules and multiple distractions, they simply forget. In either case, salespeople understand that the prospect who doesn’t keep his or her appointment won’t get them paid. Even worse than that is the time the salesperson will waste waiting for the prospect who will never arrive and will never call to say that they will not be available. Or perhaps the salesperson has driven an hour and a half in heavy traffic across the city only to find that the person he or she was to meet is out of town for the next three days.

The salesperson may feel that the prospect should have had the courtesy to call and cancel. That might be the courteous thing to do but don’t count on it. Don’t expect it and don’t waste energy getting angry when it doesn’t happen.

There is a ridiculously simple two part solution to reducing lost appointments by up to 80% or more. Part one is to ask for a small favor by saying, “If anything comes up that will prevent you from keeping the appointment, can you please give me a call to let me know?” People who agree will be more likely to honor this minor commitment, even if they won’t keep the major one for the appointment.

Part two takes a bit more effort but it can reduce that lost appointment time to almost nothing. If an appointment is more than 24 hours out, call to confirm every single time. NO Exceptions! Virtually all professionals confirm their appointments. Dentists, doctors and lawyers all do it. Customers now expect it and in some cases even choose to rely on it. Professional salespeople need to make those reminder calls as well. The payback, both in dollars earned and in less time wasted far exceeds the time and effort it takes to make the calls.

We offer complete, powerful and very affordable computer based Mastery sales training for company and educator use. Available at http://www.sellingatmastery.com/

Individual salespeople wishing to Master their selling skills and those wishing to learn how to sell at mastery are invited to please visit http://www.salestraininghere.com/

Both sites offer free valuable training bonus resources just as a thank you for stopping by.

There is a very lucrative affiliate offer that you will want to check out because getting paid is good!

We proudly offer a no nonsense risk free guarantee.

If you are serious about improving your sales results, earning more money and boosting your customer satisfaction record, you can’t afford to pass this opportunity up. Please visit us now! Get paid more, more often!