When I get to this point in the presentation, I use an alternative choice question. Understand something when you read this question, I’m presenting the question as if we’re already out there talking to people and meeting on appointments already. I’m conveying that I’m already going to be in the area and not making a special trip just
Read more...What managers can learn from the Marines
This should remind you that your canvassing team is trained and prepared for a very specific mission, generate leads and set appointments. I’ve stated it before that when canvassers, especially those who have been trained or have experience in sales, tend to stumble when they try and apply …
Read more...How to Convert a Lead to an Appointment
With my system it’s all about capturing the lead first and then going after the appointment. The first question you should ask yourself is, “do you track your numbers?” What percentage of the leads you capture are actually scheduled to appointments? How soon after they’re captured are they scheduled for an appointment? I find there’s a significant drop off …
Read more...The Fight for Your Life
track each canvasser for their production, responsibility, attitude and work ethic. Those that prove themselves get promoted to field trainer and take a tremendous burden off the Canvass Manager by being able to …
Read more...Selling with Emotion
When you’re canvassing, what are you selling? If I polled 100 canvassers, even canvass managers for that point and asked, what business are you in? I’d probably hear we’re in the home improvement business, the replacement window business, the siding, roofing, bathroom remodeling business, insurance, cable TV, etc. etc. And in every case they’d be wrong.
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