Sales Q & A

Two themes for this month’s installment:

Theme 1: Power Hours (again) – we’re seeing some real traction developing with this concept.  The basic idea is to devote one hour per week where everyone is making outbound contacts.  Something like Thursday morning from 10 to 11.  No exceptions, no aloof observers – we mean everyone – all producers, CSR’s, owners, principals, account managers, even claims and loss control pros.   Of course, this is in addition to the usual on-going production activity.

A nice Power Hours modification is creating a theme for each month.  For example, in August take a look at all the business from Q4 of last year where business was either lost or there was unsuccessful new business proposals.   August could be the time to do some quick research and reflection on this class of business and an ideal time to reach out to each prospect – check to see if there may be an opportunity to re-capture some of these accounts.  It’s very likely that you’ll find some low hanging fruit.

Maybe a theme for September is Referral Harvesting.  As an office-wide team you can work on the most effective dialogue in how to ask for a referral.  Set a referral harvesting goal, compare notes, techniques and approaches.

We assure you, if you undertake the Power Hours idea for the next three months, you’ll think you invented it!  And you’ll keep it going as part of your regular sales process.


Theme 2 …and a sense of humor is helpful…  We had a lot of fun putting this together.

Q: When is the best time to contact a prospect?

A: When you’re conscious.


Q: What’s the most important thing about sales?

A: There are three important things: contact, contact and did we mention contact?


Q: How do you respond when a prospect says: “An appointment, how’s never!”?

A: Never works for me but Tuesday at 10 is better.


Q: What’s the best sales book ever written?

A: Dr. Seuss’s Green Eggs and Ham.


Q: What’s your job?
A: To relieve the competition from the burden of their accounts.

Q: What do you say to a prospect who asks:  “What’s your sign?”
A: What sign do you want me to be, I’m flexible.

Q: How often should I contact a prospect?
A: Until they surrender.

Q: What do you say when a colleague interrupts your prospecting activity with “Got a Minute?”
A: I’m pretty busy right now, how about we get together on Friday at 5:30?

Q: What do you do when your activity is not up to par and your boss is after you?
A: Send down more lies to headquarters.

Q: What do you say when the prospect says: “You’re too far away to handle our business.”
A: Some of our prospects have said exactly the same thing.  Once they got used to our great service, many of them moved closer to us.

Q: What do you say when your prospect says: “Don’t worry, our building is fireproof.”
A: Are you crazy?

Q: What is the best remedy for getting out of a sales slump?
A: Keep thinking “my family likes to eat regularly and live indoors.”

Q: What do you say when you actually get someone on the phone?
A: Could you please switch me over to voice mail, I don’t know what to say.


Hope this brought a smile or two; in the business of sales a sense of humor is more than helpful, it’s really vital.

Best wishes are flying your way,

Sales Coach Newsletter is a product of Redmond Group, Inc.  We are specialists in the systematic process of developing and retaining new business.  We design sales and retention process maps and unique measurement tools to track progress to meet business objectives.  We conduct Advanced Sales in-house workshops, webinars supported by individual and sales team coaching.
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