Resources from Gary O'Sullivan
Your Personal Sales Trainer
Friday, November 27, 2009
Make an Alternate Plan
YOU can make plans in case appointments you have set are not kept.
Not every appointment you set will be kept; therefore, it is important to have an alternative plan.
What does it mean to have an alternative plan?
Have other prospects in the same area
In the area of your appointment, you should always try to have three to four other prospects from whom you have consent to stop by when you are in their area.
Think market not just appointment
When prospecting in an area, think market, not just appointment. This means that you should be thinking about getting to know everyone in the neighborhood or market, not just the people with whom you have an appointment.
Get to the market early
When you have an appointment in a neighborhood or market, get there early and meet other people in the market. You will obtain new prospects and appointments for the future, and if your appointment cancels, you will have someone to go see immediately.
Remember what Zig Ziglar and Albert Einstein said about having plans:
If you donít see yourself as a winner, then you cannot perform as a winner.
Nothing happens until something moves.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.