You want to increase sales but you don’t call your leads because you don’t know when the best time is to call. Is it best to call in the morning, afternoons or evenings? Is Monday a bad day? Everyone cancels on Friday don’t they? Nobody has any money on the 1st day of the month, right?
I learned this story from one of my mentors. His name is Ben Gay III (Yes that is his real name). This story is a true story to teach you a mindset that will help you increase sales.
Don’t Believe Everything You Hear
These salespeople believed that Tuesdays were slow sales days. They could have worked on increasing sales on Tuesdays. Instead they would get in late to the office, work less than normal and leave early. Why did they do that? Because they BELIEVED Tuesday was a slow sales day. They BELIEVED that because they were told that Tuesdays were a slow day. Who told them Tuesdays was a slow sales day? The people in the MAIL ROOM told them Tuesday was a slow day.
Was it true that Tuesday was a slow sales day? NO! Statistics showed that Tuesdays were the second best day of the week for sales. These sales people believed Tuesdays were a bad sales day because they listened to the staff in the mail room. Listening to the staff in the mail room who don’t sell anything cost them the chance to increase sales!
Increase Sales by Finding Out When IS the Best Time to Call?
Now that you know that Tuesdays are a good day to increase sales. What is the worst day? Here is the answer: The best time to call or sell is….
Whatever time you can get the UNDIVIDED attention of a qualified prospect!
This means you cannot know when the best time to call or sell your prospect is until you speak to them and they tell you when the best time is for THEM. I got one of the biggest sales of my entire career on a December 30th which was a Friday after 5 pm. If I believed that nobody wanted to talk to me on Friday nights I would have missed out on the sale.
Some people believe that the economy is bad and nobody has any money or nobody wants to buy from you. Some people believe you shouldn’t call on Mondays or in the mornings. If you believe them you will NEVER increase your sales results. They are just using it as an excuse to NOT make phone calls anyway. DON’T listen to them, they are BRAINWASHING you! Choose to believe only what will help you serve your clients and increase sales.
Master Sales Coach
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