Getting the first appointment

The first appointment is the toughest to get for outside salesmen. How do you do it? Is there a right and wrong way to go about it? Let me tell you from 12 years of outside sales experience, there is no right way. What works in one town might not work in another. Let me tell you what I do. I make a list of contact names and numbers and start at the top of my 40 or so prospect list. I call and ask for the person I need to talk to by first name. When the gate keeper(secretary) asks who is calling, I tell them it is David. Simple as that. If they ask what it’s concerning, I say it’s personal. Simple as that.

I then talk to the decision maker and tell them I just need to make an appointment and that is all. Have a little pitch ready because they always want more info. Mine is…”I have a way to cut down your advertising costs. Would you like to do that, no strings attached?”

When I don’t get an appointment, I always make a note of it, then stop in on them on Wednesday and Thursdays. Just pop in and get right to the point. Tell the secretary that he should be expecting you(because you told him on the first call that you might swing by). Just don’t try to sell them on the first call or contact. Just make the appointment.

The Master has spoken!

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I’m so excited, I might pee my pants!

Ya, so that is a little over the top. But let me tell you what else is worth saying. When you talk to a prospect, customer, or client with some excitement in your voice, it will transfer to them. This will make the whole buying/selling process much more enjoyable and easy. Record your sales presentation or pitch with your normal tone, and then once with your excited tone, you will see and feel the difference. If you aren’t excited to be there doing your sales job, then you should find another career. Love what you do and show it!

The Master has spoken!

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The Week of Positive Thinking - Day 7

Believe that you are the architect of your destiny. No one can take your passionate future from you except for you! Create your life authentically. As long as there’s still breath in your body, there is no end to how much you can accomplish in a lifetime. The concept of thinking big is all about enjoying your work, which would lead to celebrate a discovery that is born within your hands. Watch everything flow into place with perfect, passionate precision.

It’s interesting how people get wallowed up by something trivial as learning to use a computer, when nowadays that top computer companies are manufacturing software that even the kids can do it. I don’t mean to be condescending, but that’s the idea of not having any positive thinking in your life-you’ll just end up as a dim bulb in a dark corner. So instead of subjecting yourself to what you will be doomed for, make your path by taking the first step with a positive attitude.

The Master has spoken! 

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The Week of Positive Thinking - Day 6

Keep humor at the forefront of thought, laughing at and with yourself when possible. You may find yourself quite entertaining when you loosen up! I am yet to see a comedian ever go hungry even though his jokes are as ‘old as great-grandma’. Life has so much to offer to allow you to mope around in self pity. Humor is very attractive, very passionate: life-giving.

The Master has spoken!

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The Week of Positive Thinking - Day 5

Use a Passion Formula of Recognize/Reevaluate/Restore in place of the Shoulda/Woulda/Coulda whirlwind. The former is based in increased knowledge and abundance while the latter focuses on scarcity and lack. As you face people or tasks that may seem harder than scaling the summit of the Himalayas, allow yourself to realize that the task is just as important as giving out orders to your subordinates. You would rather be richly passionate!

The Master has spoken! 

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The Week of Positive Thinking - Day 4

Dwell completely in a place of gratitude. Learn to utilize what you have in your hands and make use of it in the most constructive way. Slipping into neediness will become less of a habit when you repeatedly shift towards gratitude, away from poverty consciousness.

The Master has spoken! 

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The Week of Positive Thinking - Day 3

Recognize and embrace the thought that each moment is perfect regardless of its outcome. Every time you hit on something that may appear too extreme, why not give it a shot and see if it will work. You will be surprised to see of there are other ways to get the task done in time. If you are not pleased with the outcome, decide to use that moment to learn from and make the appropriate shift.

The Master has spoken! 

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The Week of Positive Thinking - Day 2

Commit to yourself as well as those you love to create powerfully a life you can love. Instead of reacting, commit to creating from your heart and soul, out of love rather than fear. The American Dream will always be there, but a dream will still be a dream without motion. Be amazed as the transformation begins.

The Master has spoken! 

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The Week of Positive Thinking - Day 1

Take passionate action towards living your life by design. Talk is cheap. Action = deposits in the bank of a passionately authentic future. Without it, passion is void.

This is a perfect example where dreams are made of where you start by tinkering with your mind, then with your hands. And if the idea weakens, you can always go back to it later until you finish it.

See you tomorrow ~

The Master has spoken!

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Sell on benefits, not features

Most customers hate to be sold. They just hate it when a “computer” salesmen tell them about the 2 gig of RAM, the 4000mhz of CPU power has, the 16X DVD burner, the 21inch flat screen. They don’t care about all that. Tell them that the computer has enough RAM that they don’t have to wait for programs to load and they can have more than enough programs open at the same time to get their job done. Tell them their CPU is powerful enough to run any graphics program or game they could ever need. Tell them they can burn a DVD in 8 minutes. Tell them they will have less eye strain and can work longer with a large flat screen. These are benefits. This is what the consumer is looking for.  You will come across like you care more of their needs than just blabbing about some fancy specs. You can use this with any product or service. Try it and you will see the difference. We’ll talk later about how to use your product’s benefits and mold it to their needs with the skill of “questions and listening”.

The Master has spoken!

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