Learn to flawlessly demonstrate your products. This is the step that converts a suspect or prospect into a buyer. Stress the things that concern your client;s applications only. Invent ways in which they can use your product that they may never have thought of.
Rather than focusing on numbers of calls, focus on increasing your numbers of demonstrations. I will explore many ways to do this in the future.
I have proven time and again to skeptics of this process and showed them how to increase their sales by increasing their demos.
Here is a mental/notebook exercise to help you increase you demos. Suppose, just for grins, that you if you do not do 100 demos this month, that you will be be-headed. Also suppose that if you DO accomplish 100 demos this month, that you will be rewarded with a million dollars.
Now consider how you would work differently to accomplish this. Brainstorm all ideas, throw out the unrealistic ones and implement the doable ones. This is called the push/pull method of motivation, which will also engage your creative thoughts. I promise that it works. doug wright