“These leads are bad-that’s why I wasn’t able to book any appointments”-my rep.
“Pull up your list – let’s dial together”-Me
“Well..I’ve already called all of these. They’re no good”-my rep said looking skeptical.
“It’s ok-let’s me try”-Me
I dial the first one.
*Disconnected phone number*
My rep smirks.
I dial the next one.
I leave a voicemail.
I make 6 more dials and leave 6 more voicemails.
I booked the 7th one.
My rep looks at me in disbelief.
I keep going.
After a bit, I stop and check my tracker.
16 dials made-1 bad number, 11 voicemails left, 3 appointments booked, and 1 hang up.
I look at my rep “Your turn but I’ll guide you”
He starts dialing.
I coach, guide, and tweak.
He makes 15 dials-2 bad numbers, 11 voicemails, and 2 booked!
He’s fired up because he’s never booked 2 appointments in under an hour especially from a “bad list”!
My cell rings.
It’s one of the prospects calling back due to my VM.
I book that for him too.
In under 2 hours, we booked 6 appointments.
The BEST result though?
My rep now BELIEVED in himself.
Leadership is a TRANSFER of BELIEF.
One of the fastest ways to transfer belief is leading by example.
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