Selling To Big Companies: Know Why You Call | TravelResearchOnline


Selling To Big Companies: Know Why You Call

“Before you call, remind yourself that you have a valid business reason for contacting the prospect.”

Selling to Big Companies by Jill Konrath, page 171

Chapter 16: Become Irresistible to Decision Makers

People are busy today. They have little time to spend trying to guess what it is you want and what it is you can do for them.

Click on the book to grab your own copy of "Selling to Big Companies"
Click on the book to grab your own copy of “Selling to Big Companies”

If you are writing a letter. Get to the point.

If you are calling on the phone, deliver your message, ask your questions, respond when appropriate, and get off the phone.

I am reminded of the Professional Sales Person’s Mantra: Be bright; Be brief; Be gone.

You might want to adopt these six words as your own.

Be careful however. They do not infer: Be terse; Be impolite; Be rude.

It only takes a few more seconds to wrap up a conversation in a respectful professional fashion.

The secret is to know why you are contacting your targeted audience in the first place while respecting their time. I am sure you can figure the rest out.






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