Monday Marketing Must Do #44
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Here's what an agency owner recently said about our Momentum 20 Sales Training
"Your presentation was off the chain/charts. The team had soooooo many breakthroughs."
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Now, onto the Monday Marketing Must Do
Monday 8am: Read this newsletter
Monday 8:15am: CANCEL all of your sales calls! *
You: Really Michael? Cancel ALL of them?
Me: Yes, well...kind of.
In working with 2 separate sales teams last week I got numerous questions about "Adding Value" in every sales call. I'm absolutely firm on the fact that every single sales call should add something to the person you're talking to. Education, information, patient follow up, or specific programs or services that meet the needs of their patients.
Every call, every time. If you want to begin to be treated differently, better than the competition, here is where you start.
So, yes I do want you to cancel every single sales call you have scheduled this week until you are clear on what value you are going to add. Take some time this morning to review every place you are going and make sure you know what you are going to present. If you can't come up with something (because you don't know what they want/need), then you should make your call this week a qualifying sales call to learn enough about them to make that determination in the next sales call.
You: Why do all of this Michael?
Me: Because your competition won't.
Enough said. Good luck and Good Selling this week.