Call a Lot of People
Continuing with the "Red" Motley theme of our previous two posts, the third component of his famous and concise definition of the selling process is, "Call a lot of people."
True to form, Motley was known for his conciseness and, like the other parts of his quote, this segment says a great deal in only a few words; and it brings about an important question: when involved in professional selling, does call volume matter?
We believe the answer is a most definite, "Yes!"
This perspective does not mean that the answer to sales success is simply to make a lot of sales calls. However, making a sufficient number of sales calls is as important as knowing our customers and our product; it is the basis on which long-term success is built because without sufficient call volume and frequency we miss opportunities and leave ourselves vulnerable to the competition.
But "call a lot of people" does not mean calling the same people over-and-over again; it's important to call many different people 
a healthy mix of customers and prospects 
and to make each call "value-added." Simply making the call is never enough; we must have a value-added message and we must have a plan.
a healthy mix of customers and prospects and to make each call "value-added." Simply making the call is never enough; we must have a value-added message and we must have a plan. It's also important to keep score! In other words, as sales professionals we should know exactly how many sales calls we make, on average, each day. As noted in a related article, our research indicates this simple yet important piece of data has too often become a missing link due to over-reliance on CRM and SFA systems.
Maybe author Jack Falvey summed it up best when he said, "Want more sales? Make more calls!"
Posted by Sales Calls Blog at 1/3/2012 12:28 PM 
Categories: sales management, selling skills
Tags: selling process contact strategies contact frequency call volume sales call volume
Categories: sales management, selling skills
Tags: selling process contact strategies contact frequency call volume sales call volume
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