Intrigue Prospects with Perseverance and Fresh Ideas

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.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).