- Business to Business prospecting
- Power Sales Prospecting & How to Get Out of Voice Mail Jail
- How to qualify urgency & need for products & services
- Sales: How to gain ethical access to decision makers
Gordie Allen: How to gain ethical access to decision makers and how to qualify their urgency and need for products and services. This is the nature of the true sales call.
Founder and former owner of Mr. Mailer, Inc., personalized direct mail processing company.
Access to the true decision maker is the greatest challenge faced by those of us in sales. Access is the difference between a sale or a social visit to a company. Many salespeople mistakenly associate activity with productivity because we have been taught to “see the people” or, “sales is a numbers game.”
Sadly, when we finally get face time with decision makers we fail to differentiate between a visit and a true sales call.
This is why the number 1 complaint by decision makers is: “the salesperson wasted my time.”
That’s the complaint by potential customers, but consider the implications within our businesses. The cost in wasted effort is staggering. The lost sales commissions and business revenue effects every aspect of one’s life and business. Plus, the human toll on salespeople, their sales managers and business owners can be tragic.
Plans and hopes are dashed daily simply because we as salespeople are ill-equipped and inadequately trained to reach decision makers and to make a true sales call.