James Yorke had it right “The most successful people are those who are good at plan B”.
On our way along the success path:
- we will find forks in the trail
- blow downs obstructing our way
- broken boot laces
- twisted ankles
Some salespeople will be stopped in their tracks by these set backs. Even the ones we face every day, over & over again (like voicemail or objections). If you have already worked out Plan B before the third time the same challenge comes up, you will have:
- a map showing you the correct fork to take
- a saw to remove the debris
- an spare set of laces (and maybe dry socks & rain gear too)
- built up your muscles and balance to be steady on your feet
A few great TeleSales Plan B examples are:
- creative 35 word or less voicemail messages that talk to INCREASING or decreasing something in the prospects business. ppppst – if you’re lazy like me, they will be a great opening statement if a human actually answers the phone (perhaps that is plan C?)
- have a target list for days when your scheduled activities are boring you (product based, industry based, “specials”)
- list your “top target” people that are your toughest conversations to call on days you’re ON top of your game
- know when you’re at your best (early, mid-day, late afternoon) and always schedule that time to call customers
How about your career, have you created a Career Plan B for yourself?
- is your resume up to date
- have you added your most recent accomplishments to your portfolio
- if you lost your job tomorrow, who are your first 10 calls after your “over it”?
- what other steps can you take to move you along your journey?
Don’t leave your success fate in the hands of other people – control your own world by having Plan B.