Dear Diary
You probably already keep a schedule of your sales appointments
and results of calls, but try and go a little further. Keep a daily
journal of your sales activities and accomplishments.
Record what you do prior to the sales call: how you locate a
prospect, what happens at the sales call, the time it took to
accomplish each task, and the goals you achieved as well as the ones
you need to work on. Include objections heard, closes used, results
yielded, and your state of mind. Try and be as specific as possible.
Get in the habit of recording this data daily. After a few weeks,
review your journal and look for patterns that led to success and
those that did not. Adapt your selling efforts to reflect your
positive closes.
You may not think your journal is as interesting as a "kiss and
tell" book but it will be a lot more profitable to you.
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