What's the magic secret?

Quote:

Originally Posted by Dr Why

I was given leads that were, like all leads, mostly not promising

Are you saying the leads are weak?

I've been in a similar situation before. I did some time as an executive recruiter. Basically, I had commitments for both connections and talk time. I had to make as many outbound calls as I need to meet those commitments. There were days where I would make in excess of 120 outbound attempts. Imagine trying to bank 3 hours of talk time when just about everyone you speak to gives you less than two minutes of their time.

In the end, I left the position, despite a great opportunity with a great firm and exceptional colleagues, as I truly wasn't interested in water and wastewater management. It also didn't help that I was calling engineers, selling them on the idea of a better job, only so that I could get their permission to then go out and find them another job (I had to spin it as if I already had a client looking for talent). Felt dishonest, but it took a lot of work to do the job.

In the end, it might not be that you are not cut out as a salesman, rather not cut out for a sales position within that particular organization. Like the Devos video featured on this site from time to time, we are all salesman and we are always selling something; be that a day off work to play golf, an idea or joke among friends.

I'd suggest giving some thought to what you enjoy doing, personally. Look to your hobbies and things that bring you enjoyment. Then see if you can't find a sales position within that industry. As for training, I don't think there would be many people here who would fault you for picking up a copy of "How to Master the Art of Selling" by Tom Hopkins. It's an easy read and there are lots of neat ideas that you can have fun trying in your daily life. (Say, on an interview for another sales position, for example.)

Good luck, Doc. You can do it.

Far be it from me to bitch about leads. Everyone gets the same ones. As I said, "Like all leads..."

Thanks for the advice. I know that when I was talking with engineers, we clicked and it was a lot of fun.....

DW

Quote:

Originally Posted by Dr Why

Far be it from me to bitch about leads. Everyone gets the same ones. As I said, "Like all leads..."

No worries. I saw a comment on the quality of the leads and I was reminded of Blake reaming the guys in Glengarry Glen Ross (one of my favorite movies ever).

I think it's important to try and change your mind about leads. A lead, even in it's most basic and seemingly worthless incarnation is the difference between approaching someone who might have the most casual interest in your offering and a complete stranger who might not even be remotely interested.

At a minimum, a lead is like the most basic of qualifications on a prospect. Someone did the research before getting that name. Maybe they're in the right area, the right industry, or maybe they filled out a free-information card in passing.

Look at it this way, would you rather "cold call" a list of names provided as leads or just rip a couple pages out of the Yellow Book and go for broke? I find that a lot of the sales game is perception.

Quote:

Originally Posted by Dr Why

Thanks for the advice. I know that when I was talking with engineers, we clicked and it was a lot of fun.....

I think that having fun at sales makes for a very rewarding day. Hope you can have another go at things.

Hi Doc Why:

I agree with D.MO55. It sounds like you should pursue a sales position in an area that triggers the passions in your life. When you work in an area that you are passionate about it doesn't seem like work...it's more life fun.

Sales can be the hardest, worst paying career in the world. Or it can be the easiest, highest paying career in the world. I wouldn't advise you to give up on sales yet. It's a fantastic way to earn a living. If you love sports perhaps you could work for a sports equipment manufacturer. If you love animals why not look for a position with an animal services company or foods producer. If you love computers you could work in that field. My point is, search for sales positions in the areas of your life that you are passionate about.

Sales basically comes down to 'relationships.' If you can present on the same 'wavelength' as your prospects/customers you will build personal relationships and these people will want to do business with you. It doesn't matter if it's a 5-minute relationship, a 5-week relationship, a 5-month relationship, or one of 5 years. Learn the skills and become a expert in building and maintaining relationships and you will become a highly successful salesperson in any field.

If you have a tuning fork in one end of a room and another one at the other end of the room and you strike one of them the other one will pick up the vibrations and begin to hum at the same vibrational level. When you learn to present to people and 'match' their vibrational level you will build instant relationships.

Good Luck...CoachDoug

Quote:

Originally Posted by Dougd55

Sales basically comes down to 'relationships.' If you can present on the same 'wavelength' as your prospects/customers you will build personal relationships and these people will want to do business with you. It doesn't matter if it's a 5-minute relationship, a 5-week relationship, a 5-month relationship, or one of 5 years.

Well said, Coach! I agree.

	#12
Dr Why	Far be it from me to bitch about leads. Everyone gets the same ones. As I said, "Like all leads..." Thanks for the advice. I know that when I was talking with engineers, we clicked and it was a lot of fun..... DW

	#14
Dougd55	Hi Doc Why: I agree with D.MO55. It sounds like you should pursue a sales position in an area that triggers the passions in your life. When you work in an area that you are passionate about it doesn't seem like work...it's more life fun. Sales can be the hardest, worst paying career in the world. Or it can be the easiest, highest paying career in the world. I wouldn't advise you to give up on sales yet. It's a fantastic way to earn a living. If you love sports perhaps you could work for a sports equipment manufacturer. If you love animals why not look for a position with an animal services company or foods producer. If you love computers you could work in that field. My point is, search for sales positions in the areas of your life that you are passionate about. Sales basically comes down to 'relationships.' If you can present on the same 'wavelength' as your prospects/customers you will build personal relationships and these people will want to do business with you. It doesn't matter if it's a 5-minute relationship, a 5-week relationship, a 5-month relationship, or one of 5 years. Learn the skills and become a expert in building and maintaining relationships and you will become a highly successful salesperson in any field. If you have a tuning fork in one end of a room and another one at the other end of the room and you strike one of them the other one will pick up the vibrations and begin to hum at the same vibrational level. When you learn to present to people and 'match' their vibrational level you will build instant relationships. Good Luck...CoachDoug __________________ CoachDoug60

What's the magic secret?

General Sales Discussion