Who You Call On is a Conceptual Thing
Who You Call On is a Conceptual Thing
Who You Call On is a Conceptual Thing - To learn more about this author, visit Andrew Wall's Website.
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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.
Who You Call On is a Conceptual Thing - To learn more about this author, visit Andrew Wall's Website.
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