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Who You Call On is a Conceptual Thing

Written by: Andrew Wall

Article Overview: 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.

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.

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Article Tags: decision makers, janitor, professional salespeople, purchasing agents, reflection



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I answer my phone - when I worked in the Call Center we had to say "Good XXXXXX, Andy speaking, How may I help you?" imagine saying that over and over again. It kind of sticks with you. It's been a few years now but I've kicked off "How may I help you?" part.
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