Increase the Value of your Prospects

  If you work no harder, still see 100 prospects, don't improve at selling and still make 10 sales by selling 1 in
10, but you ask for more when you close each sale and raise your sales value to $1250 per sale, you will have increase your prospecting productivity by 25 per cent.
  By asking for and receiving more, you have automatically upgraded your prospecting results. If you not only ask for more, but also improve your prospecting skills by taking more care in selecting and qualifying your prospects, then you might get an
additional 25 per cent. Thus, by simply asking for more each time you close a sale and at the same time time raising the quality of your prospects, you could increase your productivity by 50 percent.
  If you upgraded the quality of your prospects to such an extent that you could get an average of $2000 per sale, then you would have achieve your objective of doubling your sales productivity in one simple process. Before you decide that it can't be done, write down what you would have to do to increase your prospecting results by 100 per cent. You will be surprised at how easy it is to increase your sales productivity by employing this method.