I want to give you two concrete goals to put in place which will give you a sense of consistency in your sales career and are both practical and realistic. They are also extremely simple: The one hour goal and the two hour goal.
The first step is for you to determine whether you’re best on the phone or in the field. (I have addressed making this decision previously.) Once you have made that decision, especially if you are part time at merchant services sales, go for one hour of prospecting per day. Also, this is a great starting place if you are simply struggling to get started. Prospecting means you’re going to call or walk into businesses where you’ve never spoken to the owner. One solid hour every day you’re going to spend either calling on the phone or walking into businesses where you’ve never spoken to the owner.
If you use my phone method from YouTube, you should expect to get three to five appointments (using this word loosely) in an hour of calling. Soon you’ll be calling for one hour every day, plus walking into three to five businesses to keep appointments.
On the other hand, if you choose to spend your hour walking into businesses where you’ve never spoken to the owner rather than calling, you should expect two to three solid follow-up prospects.
My advice is to start with the one hour goal. As soon as you feel like you can do this consistently (not like me saying I’m going to the gym every week starting in January but not going anymore by February), then you should graduate to the two hour goal. In other words, be sure you WILL do this for one hour five days a week without fail before you try doing it for two hours.
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