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Who You Call On is a Conceptual Thing
Written by: Andrew WallArticle 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.
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Free Download - You Talk Too Much! By Andrew Wall |
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.
Article Tags: decision makers, janitor, professional salespeople, purchasing agents, reflection
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About the Author: Andrew Wall RSS for Andrew's articles - Visit Andrew's website Sandler Training is a Global Strategic Management and Sales Training organization. With over 220 training centers around the world, hundreds of thousands of individuals and thousands of companies have embraced the Sandler Training Strategic Management and Sales principles to take their business to the next level. Sandler Training works with clients that may be as individual as entrepreneurs to global corporations to provide a “breath of fresh air” to their Business Development and Management activities. Andrew Wall is the owner of the Milton Sandler Training center. Sandler Training Canada recognized Andrew’s business with the Award of Excellence 2007 for Canada. If you are serious about embracing new Behaviors, Attitudes and Techniques to catapult your business to the next level, then contact Sandler Training at 905-864-9915 or visit www.wall.sandler.com. Click here to visit Andrew's website Selling to a Group Make a Dry Run Whos Your Competition Hit Pay Dirt with Prospecting Letters Increasing Sales in a Sluggish Economy When to Send Literature |
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