Spend More Time Selling

On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings.

Lets face it, if we spend so little time in our day selling, why are we in sales to begin with?

There is no such thing as an easy day in the mortgage industry, it is filled with many challenges from follow up phone calls, to problem solving and research, which, in the end, leaves very little time for sales, or so we think.

Here are a few tips for increasing the amount of time you spend selling during your work day, follow these simple steps, and I am sure you will find yourself taking quite a few more applications through out the week, and most of all, putting some fun back into your work day.

It is understandable that your work day will not be without its set of challenges, such as research, putting out fires, scheduling appointments, retrieving e-mails, and responding to the many phone calls you receive during the day.

It is common knowledge in the mortgage industry, that the best time to make your sales calls is roughly between 5pm and 8:30pm, this is true.

Try this simple technique if you have not already. From 1pm to 3pm, find a secluded place in your office where you can hide out so you can concentrate on making phone calls, if a secluded place is not available, than work from your desk, however, make everyone in your office well aware that you are making sales calls and that you are not to bothered, regardless of the reason (barring major emergencies of course). Kindly ask them to hold all your messages until you are done.(I have no doubt you will get your boss's approval on this).

Once you have started don't stop for anything, don't surf the web or get side tracked by conversations going on in the office. Act as if no one in your office exists except for you, and bang out your phone calls!

More than likely between 1pm and 3pm you will be getting peoples answering machines, no problem, this is exactly what you want. Your goal should be to leave twenty to twenty-five messages during this time. On average, two of these prospects will return your call.

Think of it this way, it's no different from a mailer or a door hanger, except it's better because it is personalized with your voice!

Still reading? Good, here's another hint

Make an attempt to spend at least one hour per day to learn something new about sales. Trust me, no matter how much you already know, there is still an ocean of sales knowledge you still don't know.

For starters, you can subscribe to a Sales magazine (expense it if you can) and read it regularly, take it with you when you go to lunch, or if you take a coffee break. Better yet, make it as much a part of your work day as checking your e-mails, make it the first thing you do when you come in, from 9am to 10:00 a.m. read about the sales industry, it's a great, and positive way to start your day.

If the magazine doesn't suit your needs, find a book on sales, there's only a million of them, many are on the New York Times best seller's list, that alone should tell you something. Commit yourself to reading fifteen to twenty pages per day!

Keep reading

These two simple steps alone will add three hours of selling to your work day, and undoubtedly add to increased production.

With just a small amount of discipline and commitment on your part, you'll be back to doing what you do best and loving every minute of it. Besides, this is the reason your in sales, to sell! Don't ever lose sight of that! In addition, your amount of applications per week will increase, which will ultimately lead to more closed loans.

Best of all, you will be having fun and your day will fly.

jay Conners is the owner of http://www.jconners.com, a mortgage resource center for all mortgage brokers,loan officers, and lenders. He also owns http://www.callprospect.com, a mortgage lead company specializing in fresh mortgage leads.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

What They Think

David Fellman on Worldwide Sales Training
What They Think
Published on November 8, 2018. David Fellman, President of David Fellman & Associates and longtime Printing News contributor, shares his experiences in Australia and New Zealand in worldwide sales training.


ATD

Fill Your Pipeline Through the 5 Ps of Prospecting
ATD
The multi-day sales training program is a thing of the past. We are lucky to get sales reps a day of training anymore. However, sales professionals need to be constantly developing their prospecting skills, tools, and methodology to be successful. In ...


Ask Reporter 24

Global Product-based Sales Training Market Growth, Analysis and Industry Forecast (2018-2025)
Ask Reporter 24
Global Product-based Sales Training Market report firstly introduces market properties, industry layout, as well as business stratagem and industry effectiveness. The report enfolds a significant evaluation based on regions including market forecast up ...

and more »

Black Enterprise

27 Tips for Entrepreneurs on Hustling Smart
Black Enterprise
Throughout the day, attendees learned how to create a 15-second pitch to increase sales with pitch consultant and founder of The Pitch Girl Laura Allen and Adrian Miller of Adrian Miller Sales Training & Adrian's Network. They got insights from ...


Manager, Sales Training and Enablement
Built In Chicago
Hireology is a high performing sales engine. In order to continue growing exponentially, employee growth and improvement are critical. To enable the continued growth of our sales team, we are looking for our first Manager, Sales Training and Enablement.


How to Increase Sales Through Effective Training Programs in E-Learning
ATD
This means that almost half of your sales team might not have the educational and professional background necessary to meet sales quotas right away. You can support your sales team by providing a training program that prepares them for the scenarios ...


$800 Billion For Sales Training
MediaPost Communications
Sales continues to be a top investment priority for businesses, according to the third annual LinkedIn State of Sales report. In the U.S. alone, companies spend $15 billion each year training sales employees and $800 billion on incentives to retain talent.


Sourcing the Best People
Modern Distribution Management (blog)
After we have hired the successful candidates, we also invest quite heavily in a comprehensive 13-week sales training program for them that includes both internal and external components. It is important to build and provide the appropriate training ...


GlobeNewswire (press release)

ValueSelling Associates Strengthens Market Position by Acquiring Value Prime Solutions
GlobeNewswire (press release)
13, 2018 (GLOBE NEWSWIRE) -- ValueSelling Associates, Inc., a leading global sales training company, announced that it has acquired Value Prime Solutions, a top provider of its ValueSelling Framework®. As a member of the ValueSelling family, the Value ...

and more »

Charlotte Observer

Red Ventures ends sales training program, with dozens of young workers impacted
Charlotte Observer
... job posting from March. The company recruited from four-year colleges and universities, and promised “insane perks” and professional development. The company said it ended the program on Wednesday because it was not able to achieve its sales goals.

Google News

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

22 Closes For Real Estate Agents To Make The Sale

All closes are not created equal. Top producers realize every... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Three Fast, Short, Simple Ways to Escalate Your Sales

1. Sell an inexpensive product to sell an expensive product.... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More