A number of salesmen call me asking how to get into new accoounts. The conventional way of calling may not work quite often. One needs to to think creatively.
For example, one of our sales Sales executives, Ramprasad was trying to get in touch with an HR executive called Amarnath from an Engineering Company called DMAL ( Name Changed) which was into Electronic Test Equipments. For quite a while he used to call him over phone. The only answer was: we do not have any requirement, we shall get in touch with you whenever we have a requirement. This went on for almost three months.
One day we decided to think differently. We sent a company brochure directly to the Managing Director ( bypassing Amarnath) called Parthasarathy. Within two days we got a call from Amarnath arranging a meeting with the MD. And they say rest is history. We were able to close the order in a two calls.Over the next two years we had a number of assignments from the client.
Moral of the story: When your propsects tell you there is no requirement it is an official response. We learnt that Amarnath per se had no authority to take any decisions. If you cannot get response through option A try option B. If not try option C.
If you have similar success stories, please do share with us.
For more details please refer "Contextual Selling" by the author at: www.paradigm-info.com
For example, one of our sales Sales executives, Ramprasad was trying to get in touch with an HR executive called Amarnath from an Engineering Company called DMAL ( Name Changed) which was into Electronic Test Equipments. For quite a while he used to call him over phone. The only answer was: we do not have any requirement, we shall get in touch with you whenever we have a requirement. This went on for almost three months.
One day we decided to think differently. We sent a company brochure directly to the Managing Director ( bypassing Amarnath) called Parthasarathy. Within two days we got a call from Amarnath arranging a meeting with the MD. And they say rest is history. We were able to close the order in a two calls.Over the next two years we had a number of assignments from the client.
Moral of the story: When your propsects tell you there is no requirement it is an official response. We learnt that Amarnath per se had no authority to take any decisions. If you cannot get response through option A try option B. If not try option C.
If you have similar success stories, please do share with us.
For more details please refer "Contextual Selling" by the author at: www.paradigm-info.com
Good article. Very helpful for salespersons to make on-field calls.
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