Who You Call On is a Conceptual Thing
When you make calls, whether it’s a brand new sales call or a service call to a customer, the level you call on within the organization is a reflection of how you see yourself conceptually. If you make sure to meet the president, then you believe you belong there.
Amateur salespeople will only go as high as their “inner parent” will let them go; they’ll keep calling on purchasing agents and other non-decision makers time and again even if they get nowhere. Professional salespeople know how to get invited in to see the president, and they also understand conceptually why they belong there.
Where do your salespeople wind up: the president’s office, or the janitor’s closet? Who you call on is a conceptual thing, not a technical thing.
This sales tip is from Sandler Training – The Global Leader in Sales and Management Development. For more information, please contact Sandler Training – Nashville TN. Tim Shaver can be contacted at 615-399-8700 or tim@nashvillesalestraining.com . ©2009 Sandler Systems Inc. All rights reserved
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