So they get a two-fer.  At the group’s monthly meeting, sales trainer Che’ Brown, president of Partners in Learning, laid out his system for increasing sales results.  The first of three key elements, the “inner game,” is the mindset needed for success.  In the end, it’s vital to believe that “there is plenty of business” out there to be won.  Second is the outer game, the tactical side of selling.  What is said, when and how it is delivered is important to building trust with prospects.  Last, sales people must hold themselves accountable for taking a certain number of actions that move prospects through the sales cycle.  If the baseline action is five appointments a month, do what it takes to set one more.

Speaker Che' Brown and EE Prez Ann Alsina of Premier Planning Group

For those who struggle with appointment setting, he encourages having a script with a list of benefits, and he suggests making sure prospects know the value of time spent in a meeting that goes beyond the benefits of the product or service offered.  This “create the future” attitude is what it takes to succeed in today’s economy.