A sharp salesperson doesn’t take “no” for an answer, but he knows he can’t just strong-arm his way into a sale, either. He’s confident he can use his customized sales training to identify hidden needs and solve problems because he’s done his homework and understands the issues and needs involved. To get his foot in the door, he opts to approach the situation from a fresh new angle.
For example, I had been trying to reach one organization’s VP of Sales for months, to no avail. In a stationery store, I saw notepads made to look just like a $100 bill. I bought them and wrote a note to the VP: “Let’s turn this into real money for you and your sales team!” I crumpled up the “bill,” threw it into an oversized envelope, and mailed it to him. The client got a laugh, and I got his business after a great meeting that really got a good dialogue going. Combining perseverance with inventiveness sparks interest in both you and your business solution.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.