It’s Saturday afternoon.. The Eagles are playing the Dockers…
I haven’t tuned into the match yet as I’ve had a couple of things to do first..
My daughter is downstairs watching yet another episode of some reality show on Fox..(boy, after all those school fees what happened to reading a good book?)
Anyway, enough therapy from me..
One of the blokes at swimming training this morning said “Leigh, I haven’t heard from you on the email this week.. what’s happened?”
(So at least one person reads these..)
Anyway, John is surfing in the Mentowi’s this week while I keep the show going here in the Land of Oz..
Lessons from this week..
GIVE THE NEW GUYS THE WORDS TO SAY
With two of my clients this week, it became very clear, that if you don’t give the new recruits the actual words to say and a system to follow on a prospecting phone calls or appointments, they will make up their own.. and if they’re new, you can be 99% sure, those words and their system will be shooting them in the foot..
Give them the words you know will work… don’t leave it to chance.
Every phone call and appointment they shoot themselves in the foot with, is costing you money..
DON’T ASSUME THEY KNOW WHAT THEY ARE DOING
One of my sales manager clients said this week ‘these guys are adults, we’re paying them a lot of money, I shouldn’t need to supervise them that closely..’
I said, “I agree, they are adults, and they are highly intelligent people.. but they are also new and inexperieced in this business.. they need close direction, coaching and supervision in the first 90 to 120 days before you let them loose on live prospects and clients..’
In that first 90 to 120 days you need to direct, mentor, shadow, hold by the hand and guide new recruits who have little or no experience in your business (or it will cost you money..)
If you want some ideas and help in this area give us a call or hit reply and write HELP in the subject line
IF YOU’RE NOT CLOSING, YOU’RE NOT PLAYING THE GAME
Just watching part of the movie Boiler Room on Youtube this week on closing…
It’s very instructional on the attitude, training, energy required to seriously generate business..
Check it out at http://www.youtube.com/watch?v=sW-PHukzdgM
Intention + Energy + Script + Asking for the Business
I see so many sales professionals thinking they are doing the right thing, but are not using the above formula..
If your team need some coaching in the IESA Formula.. hit reply and write IESA in the subject line..
When you get the IESA right, you don’t need to worry about any recession..
Have a great weekend…
See you soon..