Ryan's Sales Tips - Dial More

SALES TIP – HERE’S WHY YOU NEED TO DIAL MORE.

REPETITION IS THE FATHER OF LEARNING, DIAL MORE

  • More dials.
  • More activity.
  • More repetition.

More phone time will help you:

  • Improve objection handling skills
  • Improve closing skills
  • Improve rhythm and flow
  • Improve your probing and supporting skills

I was talking to a friend of mine who recently increased activity targets for his sales team. Naturally, the sales team’s response was to reject the change, not embrace it.

My friend heard things like –

But I hit my targets, why do I need to dial more?

That number of dials is impossible in one day. I can’t dial more.

DON’T FORGET ABOUT ALL OF THE SELLER BENEFITS – DIAL MORE

Aside from the massive culture shift he now needs to overcome. The fact is, by increasing activities he will increase output (I’ll save that for another post). With that said, sellers often don’t think about all of the other rep specific benefits that come with an increase in activity.

Ryan's Sales tips - Here's why you need to dial more sales tip

LET’S USE AN EXAMPLE AT 20 DIALS A DAY.

  • Pretend you did 20 dials a day.
  • Let’s use a connect rate of 10%.
  • That means, you’re getting 2 pick ups a day.
  • Now let’s say that maybe 40% of the prospects ask you to send them more information over email before you can even pitch.

My math says that you’re only having a conversation with ~1 prospect a day.

5 prospects a week or 24 prospects a month.

How on earth do you plan on improving when you’re not talking to anyone? You’re not getting any practice.

EXAMPLE AT 100 DIALS A DAY.

  • Now, let’s pretend we did 100 dials a day assuming the same variables.
  • 100 dials. 10 connects. 6 real conversations.
  • That’s 30 real conversations a week or 120 a month.

That’s a 400% increase in real conversations every month.

Don’t overlook the impact that an increase in activities will have on your development because at the end of the day, more activities will make you a better seller.

It is a simple thought. You’ve increased your opportunities to learn and grow, to become a better objection handler and to become a better closer.

This is why I always advocate for going above and beyond and doing more than is expected. It’s always a win-win for everyone. As a rep you drive more revenue for the business but selfishly you also learn more, learn faster, and become more effective.

So, if you want to be the best. You need to train like the best and repetition is the father of learning.

Read that again.

REPETITION IS THE FATHER OF LEARNING.

Next time your activity target goes up.

Embrace it, because dialling sucks but you need to do more of it.

SUPPORT

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Talk soon — Ryan

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