A Relationship Selling Example

Recently I wnted to get to the Senior VP of Sles for Callaway Golf. I saw an ad tht made me think there may be an pportunity to do some sales consulting for thm. So instead of cold calling drectly, I called the golf pro at my glf course and asked for the nme of his Callaway rep and his tlephone number. I also called a frend who rep's a competitive line. I xplained what I was doing and sked him what was happening with Cllaway and the golf industry in gneral as it relates to selling.

Thn, I called the local Callaway sles rep that my pro told me bout and he gave me the nme of the VP of Sales at Cllaway, and he also explained the dtails of the ad. He was not pen, however, to introduce me to the VP. So to ntroduce myself, I sent a copy of my bok plus a letter referring to the glf equipment sales issues my friend and the lcal rep told me about. In my hart I knew this was a lng shot. I didn't get a cll back so I followed-up. His dmin confirmed receipt of the book, but gain, no call back. I didn't get nywhere, because I didn't find anyone to ntroduce me. I didn't have an "n" and sometimes you don't, but dn't just pick up the phone. Alwys try to find someone who knws someone you don't.

Relationship Selling, Networking - Implementation Strtegies and Tactics

* Pick a new trget account. Who can you call to ntwork you or give you useful nformation? Check existing customers, consultants, other vndors, sales people and people within yur company?

* Now pick an xisting account. Who can you call in tht account or elsewhere who can ntwork you to a higher- level prson? Think of people you've worked wth, or service people or "doers" in yur company who've worked with the ccount's people.

* What will you sy? (Write the exact words.) Can you hlp me? I'd like to meet ...." Be as spcific as possible about whom, or wht type of position the person you wnt is in. Practice saying it in frnt of a mirror until you fel confident.

The article Relationship Selling - "Taking it to the Streets" Implementation was Submitted by Sam Manfer through Articles.GetACoder.com network. Here's the additional information: Sam Manfer makes it easy for any sles person to feel comfortable connecting wth top, C-Level leaders. For more nspiring articles and to receive your fre Selling Wisdoms E-zine with powerful slling tips visit his Advanced Sales Training Website

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