Newspaper article THE JOURNAL RECORD

Ask Sales Questions and You'll Get Some Answers

Newspaper article THE JOURNAL RECORD

Ask Sales Questions and You'll Get Some Answers

Article excerpt

Answers. Salespeople want answers. Here are a few of the answers to questions I get in the mail (fax, e- and snail).

The purpose of this column is three-fold: First, to give you a sampling of what people ask; second, to assure you that you are not alone in experiencing the weirdness that everyday selling seems to breed, and third, to apply the answers to your selling situations (even though they may not address your specific business). And, by the way, in case you forgot -- the only dumb question is the one you don't ask.

Jeffrey, I recently began a career in financial services (insurance, investments). During the summer, I use my previous background (golf industry) to bring clients to my "comfort zone" -- the golf course. Now that winter is coming in New England, my business will suffer because my confidence indoors is not quite the same. Any advice?

Go to a driving range that has heat. Meet people for lunch and drive a bucket of balls.

Meet at a golf store where they have a computerized game; play St. Andrews with them. Bring the golf pro to lunch and have a 15- minute lesson on putting or chipping.

Get outside the box -- but stay on the fairway.

Hey, Jeffrey! Do you have any innovative, fun, yet diplomatic ways to grab a prospect's attention to the degree that she may at least return my call?

She obviously has a relationship with someone else that she's happy with. My recommendation is that you leave a message with one of your tips for retaining employees, upping employee morale, eliminating the pain of relocation or increasing employee productivity.

At the end of your message say: "If you'd like to make a comment, my number is...."

Do it every day for 30 days -- every week send her a printout of the tips with your number really small at the bottom. Keep it up until she calls.

I am in the school fund-raising business where there is a revolving door of volunteers who are mad when you call them at home, but they are the decision-makers. …

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