Q: I want to sell more. What should I do?

A: The three most important things about goal setting are to have goals, write them down, and see that someone holds you accountable. Before picking a new goal, figure out the following:

(1) How much is your average contract? (2) How many selling days are there in the month? How many of those days will you be working? (3) What's your closing ratio? How many folks do you need to see to sell a job? (4) How many prospects can you see in a day? A week?

Now most of us have little control over how many selling days are in a month. Just about everything else, however, can be adjusted. We can improve our closing ratio. One more sale out of every 10 appointments makes a huge difference. Setting more appointments will similarly move you toward your goal. You may not be able to see one more prospect per day, but you can see one more per week. What would seeing 52 more prospects a year do for you? And how about your average job price? If you worked to increase that by 10%, say, by looking for 10% more work from each of your customers, where would you be? —Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. For more information, call 800.613.4150.