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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 17 Learn to Say, “Next!”

Last month, I was working on a consulting assignment for a Fortune 500 company. My job was to help this company’s telephone sales representatives improve their overall efficiency and their sales totals.

Here are the facts I uncovered after a day or so of interviewing salespeople and managers. Put yourself in my shoes. Take a look at the situation I was called in to assess, and ask yourself whether a recommendation leaps out at you. (It should!)

• Managers felt that the phone sales representatives weren’t performing up to capacity; quotas were being missed.

• Managers felt that the quotas that had been set were realistic and attainable. (I agreed with them on this point.)

• Representatives were calling contacts repeatedly, ...

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