FYISOs

It’s 4:30 on Friday and you can’t wait to start your weekend. Should you gas up the boat for tomorrow or go straight to happy hour? Hold on. Don’t let the temptation to start your weekend on Friday afternoon make your Monday morning chaotic. Take some time, 30 minutes or so on Friday afternoon, to plan the following week.

Make a list for each day. Include the number of calls you will make and the names of the prospects. For each specific merchant, answer the following questions:

• Who is the person you want to see?  
  

• What are you going to say?  
  

• What are you planning to sell them?  
  

• How will you dismiss the objections?  
  

• How much time will you devote to each call?  
  

• What are you going to accomplish with this call?  
  

• What is your ultimate goal?  
  

• How do you plan to plan to follow up each call?

Developing a clear, account-specific plan for each prospect will help you move each account forward. A little self-discipline on the front end will result in more profits on the back end. And now that you have your week planned, you can enjoy your weekend!

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