Don't Count the Yes's, Count the No's and Time Management Skills That Work

Warren Greshes

• Publisher: G&D Media
• Year: 2019
• Print ISBN: 9781722500214
• eBook ISBN: 9781722522872
• Topic: Business
• Subtopic: Vendite
• Index: Business

Selling is rejection, plain and simple. The top salespeople can deal with it, the rest can't. Ask any sales VP or sales manager, and they'll all tell you the same thing. The biggest reason their salespeople do not bring in enough business is that they don't see enough people. They don't see enough people because they fear rejection. They fear rejection because they don't know how much rejection they need. In this book, you will learn the five important areas of prospecting and learn how to control the conversation while anticipating and turning around objections better than ever. Time management is the single most important skill you can master when it comes to your life, career or business! Now, Warren Greshes teaches you how to effectively manage your time, while taking you through a time test to determine what progress you have made so far. Learn how to prepare for and plan tasks according to priority and save extra time each day. Whether you're a salesperson with a large territory or you simply want to do things more efficiently, Time Management Skills That Work will show you how.

Don’t Count the Yes’s, Count the No’s

Introduction

Selling is rejection, plain and simple. The top sales people can deal with it; the rest can’t.

Ask any sales VP or sales manager and they’ll all tell you the same thing. The biggest reason their sales people do not bring in enough business is that they don’t see enough people. They don’t see enough people because they fear rejection. They fear rejection because they don’t know how much rejection they need.

In this book, we’re going to cover five important areas of prospecting:

1. why prospecting and generating consistent every day activity is so important

2. how to handle rejection by understanding how much rejection you need

3. how to prepare for and make the prospecting call

4. how to anticipate, handle, and turnaround objections

5. why you need to practice every day.

If you implement the ideas, and use the Action Guide, which you can find at the end of this book, here’s what will happen. You will handle rejection better than you ever have, which will enable you to make more calls, speak to more decision makers, sell more appointments and make more presentations, and the greatest benefit of all, close more sales and make more money.

The purpose of this book is to help you sell appointments and get yourself in front of prospects. While that may seem simple, most sales people never truly comprehend or they tend to forget the basic activities that go into success in sales. Selling is very simple. It’s about numbers and getting yourself in front of and talking to more people than anyone else. I’m going to show you how to do that.

Why Prospecting is So Important

You know in a survey conducted among top sales people they were asked, “What percentage of your time, energy and effort were spent in the following four areas critical to sales success: prospecting, presentation skills, product knowledge, and personal and professional development?” And this is what those top producers said—50% of their time, energy and effort was spent prospecting, 20% in presentation skills, 15% on product knowledge, and 15% personal and professional development.

Now, what does this tell us? Well, to me, it says prospecting is the key. If you can’t get in front of any prospects then none of your other skills matter because you won’t get an opportunity to sell. You can deliver the most polished presentation in the world, know the features and benefits of your products and services backwards and forwards, and go to every seminar, read every sales book and listen to every audio program on the market.

But if you have no one to tell your story to, none of it matters. It’s all about the numbers.

Prospecting is like a funnel. For example, you might make 30 calls; those 30 calls can yield you 15 contacts, which will get you 3 appointments to make 1 sale. And this could be your average because every salesperson has an average. And let me tell you this, it does not matter what your average is, what matters is that you know what it is, because only if you know what your averages are can you formulate a sales plan to get the amount of sales you need and earn the amount of money you need to make.

Let’s face it, if you want to double your sales, double your activity. If you want to close 3 sales and know on the average that for every 30 dials of the phone, you’ll speak to 15 decision makers, book 3 appointments, and close 1 sale, then all you have to do is make sure to make 90 calls. Or better yet, get 87 people to say no to you. I’ll tell you this, it doesn’t matter how many people say no, it only matters how many people say yes. So, why care about the no’s? You don’t get penalized for the no’s, but you do get rewarded for the yes’s.

How to Handle Rejection

Now that you understand the importance of prospecting, let’s move on to handling rejection. And I’ll get this right out upfront. Rejection stinks. I don’t like it; no one likes it, and neither should you. Any sales trainer who ever tells you don’t take it personally, just let it roll off your back, is one of two things, either an idiot or someone who has never sold anything. Everything in life is personal. And the reason we take rejection personally is we care.

But here’s the big problem with rejection. I don’t like it and neither do you, but in order to be successful we need lots of it. So, how do we handle it? Well, to me there’s only one way to handle rejection, that’s to know how much rejection you need.

You know, no’s a rejection, but if you understand how many no’s you need in order to make one sale, then no’s are easier to take. There’s a call counting system on pages 26 and 27 of the Action Guide at the end of this book, which you can use to understand how much rejection you need on average to make one sale. Now, the chart on page 26 will explain what each column represents. The chart on page 27 is a sample of the actual chart you should be using on a daily and weekly basis to track your activity.

This system will show you what your averages are, as well as what your success ratios are. To track your numbers, use the chart on page 27 on a daily basis, and then total those numbers up on a weekly basis. Keeping track of these numbers will do several things for you. One, it will allow you to save time. Two, it will allow you to make more money; that’s a good thing. Three, it’s going to enable you to avoid slumps. And four, it will help you to anticipate problems before they become critical.

Now, people always ask how long should I keep the numbers for and I say you should keep the numbers forever. But you won’t see a true average until after three months of tracking these numbers. And after that three months, you will know, for instance, how many dials you need to get to one contact, how many contacts you need to get one appointment, how many appointments you need to get one sale, and how many sales you need to make x amount of dollars in commission. Now, at the beginning of the year, you can formulate a plan by asking what do I have to do on a daily basis, throughout the year to the end of the year with the amount of business that I want to come home with.

Let me give you an example of what I’m talking ab...

Table of contents

• Cover
• Title Page
• Copyright
• Contents
• Don’t Count The Yes’s, Count The No’s
• Time Management Skills That Work