any other two hours of the day. When you call makes a big difference.

5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis

6. Not having speci

Most sales professionals slash their income because they fail to use one hour a day well! Whether young or old, one year in the business or twenty years, most sales professionals let the income they desire slip through their fingers every year. It is because they refuse to use one hour a day well. What is that hour? It is the hour you spend phoning prospects for appointments. If you are like most sales people, you can probably double your productivity easily with a few steps.

Here are seven expensive ways sales professionals slash their income. How many are relevant to you?

1. Not having a specific phone time scheduled into your calendar every day. If a regular phone time isn't scheduled, you won't set nearly as many prospecting appointments.

2. Not dedicating this hour to one and only one thing - setting appointments for selling. Time after time, we see sales people destroy their phone time by handling service calls, calling the home office, attempting to close a sale on the phone, etc. Prospecting phone time is for one thing - setting prospecting appointments.

3. Cannibalizing phone time by seeing prospects instead of phoning. Since you can set up to five appointments in an hour on the phone, seeing one person instead of setting five appointments puts you in the hole that is very difficult to get out of. Don't schedule any appointments or conduct meetings during your phone time.

4. Wasting phone time looking up telephone numbers, shuffling prospect cards, deciding who it "The Best" prospect to call today, or organizing your files. The scheduled phone time should be the very best time to reach people in your target market. Maximize that hour because you can set more appointments during that one peak hour than you can with any other two hours of the day. When you call makes a big difference.

5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis

6. Not having specif

oductivity easily with a few steps.

Here are seven expensive ways sales professionals slash their income. How many are relevant to you?

1. Not having a specific phone time scheduled into your calendar every day. If a regular phone time isn't scheduled, you won't set nearly as many prospecting appointments.

2. Not dedicating this hour to one and only one thing - setting appointments for selling. Time after time, we see sales people destroy their phone time by handling service calls, calling the home office, attempting to close a sale on the phone, etc. Prospecting phone time is for one thing - setting prospecting appointments.

3. Cannibalizing phone time by seeing prospects instead of phoning. Since you can set up to five appointments in an hour on the phone, seeing one person instead of setting five appointments puts you in the hole that is very difficult to get out of. Don't schedule any appointments or conduct meetings during your phone time.

4. Wasting phone time looking up telephone numbers, shuffling prospect cards, deciding who it "The Best" prospect to call today, or organizing your files. The scheduled phone time should be the very best time to reach people in your target market. Maximize that hour because you can set more appointments during that one peak hour than you can with any other two hours of the day. When you call makes a big difference.

5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis

6. Not having speci

people destroy their phone time by handling service calls, calling the home office, attempting to close a sale on the phone, etc. Prospecting phone time is for one thing - setting prospecting appointments.

3. Cannibalizing phone time by seeing prospects instead of phoning. Since you can set up to five appointments in an hour on the phone, seeing one person instead of setting five appointments puts you in the hole that is very difficult to get out of. Don't schedule any appointments or conduct meetings during your phone time.

4. Wasting phone time looking up telephone numbers, shuffling prospect cards, deciding who it "The Best" prospect to call today, or organizing your files. The scheduled phone time should be the very best time to reach people in your target market. Maximize that hour because you can set more appointments during that one peak hour than you can with any other two hours of the day. When you call makes a big difference.

5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis

6. Not having speci

to get out of. Don't schedule any appointments or conduct meetings during your phone time.

4. Wasting phone time looking up telephone numbers, shuffling prospect cards, deciding who it "The Best" prospect to call today, or organizing your files. The scheduled phone time should be the very best time to reach people in your target market. Maximize that hour because you can set more appointments during that one peak hour than you can with any other two hours of the day. When you call makes a big difference.

5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis

6. Not having speci

any other two hours of the day. When you call makes a big difference.

5. Not keeping track of activity and results. Without a record, how do you know what's working and not working? Without accurate records, you can't tell if you have a good list, if this is a good time to call, or if your phone skills need work. With records you know what to correct, if you are improving over time, and where to place emphasis

6. Not having specific goals for dials, contacts, and appointments set. Without minimum daily goals for these activities, there is little chance you will reach your income goals.

7. Not using appropriate technology. With use of the low cost tools such as headphones and speed-dialers, you can easily achieve a rate of at least thirty five dials an hour. With a strong stream of qualified referrals, you can easily set 3-5 appointments in an hour.

By avoiding the sins above, you can set 5-10 more appointments per week - just by dedicating one hour a day to prospecting. If you consistently see 5-10 more prospects per week, high much more income will you earn this year?