We're always looking for a system for everything. Plan the work, then work the plan. If you don't know where you're going, any road will do. If you fail to plan, you should plan to fail. It's all true. So how come we are so bad at following a system?We have to believe it will work, not hope it will. Systems are usually simple, but rarely easy. That's the catch. We know what we should do, but we give up before it has a chance to work.
The best time to try something new and innovative is when the status quo isn't working. What have you got to lose? Move past the things that are holding you back.
Like many people, I hate cold calling. Those who are good at handling rejection can make a go of it. To them, it's a numbers game. Make 100 calls, schedule 5 meetings, close 1 sale. Zig Ziglar is a popular cold-calling sales guru.
If cold calling makes you cringe and dread the day's work, this book was written for you. Tim Templeton provides a systematic approach that anyone can implement. It will work if you have the following criteria.
1) You want to work with the gifts and personality you already have, rather than changing who you are for conducting business.
2) You are willing to dedicate yourself to the process for a specific amount of time - no more, no less.
You'll see some results almost immediately, but you'll need about 10 weeks to fully implement the system. You'll see breakthrough, sustainable results in about four months. That may seem like a lot of time to invest, but when you can jump-start your career so dramatically, it isn't really a lot to go through. And you aren't working the system all day every day. If you can invest two hours a day, you can change your life.
Here's how it works.
1) Discover what type of personality you are and decide to use it for the greatest benefit
2) Build a list of 250 people who know you, and use technology to manage it
3) Offer your assistance to people, and help them whenever you can
4) Connect with them consistently, personally, and systematically (The book will show you how easy it is)
5) Let them know how you work, and how they can refer people to you, who are in need of your services
The key is to NOT ask for a sale until you have built up personal credibility with a contact. That's where the systematic, personal, consistent communication works its magic. In the end, clients and prospects will often call you, or at least welcome your call with open arms. What could be better than that?
That's all I'll give up. Buy the book.
I perform sales consulting and training, and am a big believer that building your business through repeats and referrals is the key to success. Therefore, I was already in agreement with the purpose of the book before I began reading. However, I am always searching for new angles to convey these core sales principles to proteges. This book made an impact on the way I may deliver this message in the future.The author doesn't try bore the reader with idealistic philosphy, or impress academia with research and statistics. The book is written in easy-to-read, easy-to-follow reality, using worldly examples by a main "character" to teach. The "250-by-250" rule explained is worth its weight in gold.
This book is a must-read for those in their first two years in sales, and a terrific resource for veterans who need to refresher, or a new outlook, on the principles of referrals. Well written!
