Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Goals for Your Target Market

I would now like to address how to set appropriate call and visit goals for each of your three target market segments. In general, for goals to be effective as motivational devices, they must be achievable and within the control of the salesperson. The strength of call and visit goals, when compared to sales goals, are that call and visit goals are largely within the control of the salesperson, whereas sales goals often are not. Each day, you can fully control the number of prospecting calls that you make. To a lesser extent you can also control the number of client and prospect visits you make, largely by controlling your call activity. The decision to buy, however, is largely out of your hands. An example of how ...