Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Prospecting
Phone Sales Blitz Can Succeed
Funnels are looking anemic and it’s time to find a cure. Often the sales manager turns to a Sales Blitz Day. Everyone hits the phones in a drive to turn things around. Unfortunately, many phone sales blitz days never produce the desired results. Here are some tips that will help you have a successful sales blitz.
Run A Successful Sales Blitz With These Tips
Preparation is key. A day or two before the blitz, have the reps prepare their calling lists but do even more than that to insure success. Reps should also research the companies and people they are calling. All this is designed to take the chill out of cold calling.
You should conduct a sales prospecting training session a week prior to the Blitz. Insure reps are prepared to get past the gatekeepers and to overcome common objections they will hear on the day of the sales blitz.
I also advise using a well-crafted E-Mail to notify prospects to expect a call on the day of the sales blitz. Begin the E-Mail with an attention-grabbing headline and end with the date and time of the call. Keep the Sales blitz E-Mail short and to the point.
The day of the sales blitz should be fun and exciting. Hold a kick off meeting packed with attainable challenges and goals. Divide the day into 20-minute segments. Give out prizes to the winners of each segment.
Sales Blitz Housekeeping
Turn off all cell phones and computers. The only activity should be reps on the phones calling prospects. The only tools they need are a phone, a list and their notes. The key is to avoid all distractions.
Sales Blitz Recognition
Sales reps need immediate recognition so you have to recognize the rep that secured the most appointments. However, you also need to drive accuracy and quality.
Get creative. How about an award to the rep that got an appointment with the highest “C” Level executive. An appointment with a CEO should carry more weight than an appointment with a department supervisor. You don’t want to drive activity just to increase activity. The ultimate goal of a sales blitz is to get some orders.
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Focusing on quality brings up another award that must not be overlooked. You need an award for the rep that closed the most business as a result of the blitz. Depending on the length of your sales cycle, it could take weeks, months or longer to decide on a winner but this blitz day award is well worth the wait.
I hope these tips will help you run a successful phone Sales Blitz Day.
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