16 weeks in and your sales success is determined by you. Passion desire for sales, having a goal and tracking your activity will lead you to success after your first year in sales. After four months you’ve seen success and you’ve probably seen some lows as well. But keep on focusing on those goals and you will be successful.

Now that you have learned the basics of sales, high activity levels, getting appointments, and doing excessive amounts of prospecting, it is important to start honing your sales skills in front of your prospects. I am a firm believer in the spin selling technique. Using this technique has improved my sales skills as well as thousands of other people’s skills. You should read the book which I will link on the website www.firstyearinsales.com

Everyone ends up in a sales slump eventually. Some people more often than others, but this show is to help you avoid a sales slump, and if you get into one, how to get out. This is your place for the habits and skills needed to be successful in your first year in sales.

Quarter 2 is closing in on you, you are 13 weeks into your sales career. Things are tough right? Of course they are, but week 13 is not the time to cram for the end of the quarter, you are now working towards Q2. Keep this in mind every quarter as the days till the close of that quarter get closer. Depending upon your sales cycle, you may need to begin working for the next quarter a few weeks or even more before the end of that quarter. Knowing this can make you or break you! This is your place to develop the habits and skills needed to have a successful first year in sales!

One of the most important parts of the sales process and pipeline building is cold calling prospects in person. Today we will talk about some strategies preparing to cold call and strategies to use while cold calling.

I think following up on prospects is one of the most important thing a sales person can do in order to make sales consistently. Following up often leads to sales because customers often don’t have time to call you back but they want to. So make it a habit to follow up with your prospects.

Today we talk phone scripts. The DNA of a great phone script has 5 parts. We will talk about those 5 parts, and help you put together a phone script that will get more appointments which will lead to more sales, and bigger commission checks.

Last week we discussed why you should make phone Prospecting a foundation of your sales process, this week I talk about the how. 1. Create lists of targeted prospects. 2. Create a phone script that’ll get you appointments. 3. Block off time on your calendar and hold yourself accountable to dialing for appointments during that time.

One of the most overlooked strategies for prospecting is phone prospecting. Certainly every sales person has said “I’m better in person”. While that is true, there is no more efficient way to use your time than phone prospecting for 1-2 hours per day. Today I give you a reason why, next week we will talk about the how.

What do you mean be a student in sales? I just got to college I just got a new job! Yes it’s true you may have just gone of college you have just gotten your first sales job but you need to remain a student of sales in order to be the most successful sales person you can be and ground yourself in the right habits. This is the Sales Podcast for your first year in sales.