I've started a Linkedin.com group called GITOMER, for the Fans of Jeffrey Gitomer. If you're a fan, and have attended a sales seminar with Jeffrey this is the linkedin group for you. http://www.linkedin.com/e/gis/67333/014A801C5071
My company provides IT and telecommunication services to our local region (approximately 75 mile radius in NW Illinois). Based on the Giver's Gain mentality, we began offering a yearly Technology Gala for free to all of our business customers - personal invite only, at a local country club. We now have requests to have this more than one per year, and our vendors have offered to help sponsor the event (in exchange for booth space). We now feed and provide golf opportunities. What a great way to show you care. We've closed more sales, gotten great PR, and best of all our competition hates us when we do this (we allow our customers to bring guests, which are often customers of our competitors). By the way, don't hesitate asking your vendors for money or give-aways - you might be amazed at the kind of money they'll throw your way.
I work for a national information technology value added reseller, who conducts most of their business by telesales. I find the hardest part of the position is the cold calling into small to medium sized businesses even after almost 9 years - it is very difficult to be provided the opportunity to earn their business, most are reluctant to allow you to quote on projects or even return your call. The market is very difficult at the moment and understand that there are many other sales reps calling into the same clients, all offering the similar products and services. Could you provide me with any suggestions on how to stand apart from the other cold calls that my prospects are receiving and how to earn the right to quote?
Rebecca, This is a difficult market to begin with, let alone making cold calls. I've been the President and Sales Manager for a small IT company in NW Illinois for 14 years. After reading through Jeffrey's "Little Books", I've come to realize that I was onto something all along - although I continue to learn and grow thanks to self-education and reading books like this. What is the biggest complaint of national IT companies by the customer? That's an easy one: Impersonal and impossible. Your job will be to start off FRIENDLY and demonstrate by your BEHAVIOR that you are better than who they use - simply by your ATTITUDE. Don't sound techie - they hate techie. If they don't want to talk, send them a personal letter (not a brochure of your company) thanking them, and then provide them with your PERSONAL CELL phone number with a comment something like "when you're tired of their run-around, and want to deal with someone who really cares about you, here's my personal cell phone number - I really do care." Getting them to like you is the first step, of course, but you will lose all credibility if your behavior (not answering your cell phone, or over-promising) doesn't match your commitment.
Tom, thank you so much for your feedback. Since posting my original question I have done a lot of self assessment and quite a bit of reading - and out of everything that I have read as of late, yours was the easiest and most simplistic advice that I have been provided. Best of luck with your business!
I am a financial controller ad-interim; still I am a great fan of Sales Caffeine. What I try to do at my jobs is to make my employer feel that I am a part of his success. I do that using a lot of what I read in the weekly column. My favorites are: be nice to everybody, bring value, and plan less. If everybody would unleash the salesman in him, the corporate world would benefit tremendously.
I purchased Little Red Book of Selling at the Austin, TX airport while waiting for my flight. I read it on my flight from Austin to Los Angeles. I ALMOST lost a major sale I had been working on for three months. You noticed I wrote ALMOST lost the three month sale. Well.......because I sold on value instead of pricing, I won the sale. In less than 24 hours my dedication won a major account for my company. Thank you Jeffrey!
Just found a social network for sales people called SalesHQ.com that has really good articles for new sales people and good career info. Just wanted to pass it along.
Thank You! I have been looking for places like this as I am brand spanking new to this business! Reading Jeffrey's Little Books and the books of Zig Ziglar, it is amazing there are not more resources out there.
I really like this site and encourage everyone to check it out and let's do some networking. www.SalesHQ.com
For more resources like this Google phrases like "sales training" or "sales training forum". The resources are out there.
Thank you for putting this great tool out there!!! Excellent direction you gave, it will help me alot, thank you!!
I was on it last week...its got good tips and a lot of good info about sales jobs in different industries.
Does anyone subscribe to a specific sales planning tool? I find myself covering most of my bases (calls, emails, presentations, orders) but not in the most efficient (and effective) manner. I believe I can drive more sales if I plan my day(s) better.
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