Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition

The Sun Does Rise in the East and Set in the West

In Chapter 13, we are going to spend a good deal of time discussing how to track your prospecting efforts. Without getting into too much detail at this point, I’d like you to consider the segment of a sample weekly sales report in Figure 2-2 Please note that the information provided in the report is for illustration purposes only.

Figure 2-2. Information from a weekly sales report.

Dials	Completed Calls	Appointments	Proposals	Sales	Sales $
100	50	13	13	5	$20,000

Here, dials are simply the number of times you pick up the phone and press the number indicated on your lead sheet. Completed calls are the number of times that you actually reach the person you intended to when you initiated the call. This does ...