Networking: He simply doesn’t “Get It!”

“I don’t visit networking groups because they always have people there who sell the exact same products that I offer,” he said. 

This was a statement that a friend of mine made me recently when we were talking about networking and how we can be more effective in our efforts.  I was stunned because he simply doesn’t “get it.!”

The primary purpose of attending any networking event or trade association event is the opportunity to grow your business.  However, growing your business does not always mean making a sale.

As a matter of fact, a networking event is not a place to sell but to “make connections.”

I use networking events as a means to:

• meet potential vendors
• seek connections to those who have expertise in areas that I don’t have 

I also use networking to:

• learn how I can help others
• provide mentoring or coaching to others

When you attend any type of networking, trade association or civic group, rethink why you are there.  It’s not about selling.  It’s about making connections and then seizing opportunities.

Peggy P. Edge © 2014

Sales: A Winning Mindset

Think about professional athletes for a moment.  Do you think they ever enter the field or run out on the court expecting to lose the game?

A resounding NO!  Why?  The reason is because they have a Winning Mindset and expect to be Victorious each and every time.

How do they do this?  Practice!  Practice!  Practice!

Why then, as salesmen do we get sometimes develop a defeatist attitude?  Managers are notorious at requiring their sales executives to assign a percentage to the likelihood of closing the sale.

If you don’t believe that you expect to have 100% chance to win the business, what can put you in that win-win mode?

To be successful in sales, we must all set out to believe that:

• 100% of the time when we call for an appointment we get it.
• 100% of the time we meet with a prospect that we are granted the opportunity to present out offerings.
• 100% of the time that we have made our presentation that we close the sale.

However, before anyone can be 100% sure of a pending sales, we must be totally prepared.  Therefore to get that Winning Mindset, it always requires some work on the front end to accomplish our goals.

Again, when you prepare and are ready for the game, then is when you have “the Edge” over your competition!

Peggy P. Edge (c) 2014

Peggy’s Pointers – GateKeepers and How to get Past

How do you to Get Past the GateKeeper?

Being in sales for over 30 years I’ve had my fair share of cold calling and furthermore my fair share of trying to get past the GateKeeper…that person who holds the keys to the door to the most important person on my call list for the day.

The most interesting conversation with a GateKeeper I’ve ever had involved me walking into a company one day and asking the receptionist who I would need to talk to who purchased their packaging products.  The lady said, “Well that would be Joe Bob.”  So I asked, “Would it be possible to visit with him today?”  Her response was, “Do you have an appointment?”

Now I had just walked in cold off of the street and asked her who I would need to speak with regarding my products.  She had told me who it was.  I know I must have been speechless and had a “deer-in-the-headlight” look about me as well as the question mark on my face as to “duh” if I don’t who I need to talk to, then how on earth would I possibly already have an appointment with them?

Bless her little heart, she was so programmed to give that “canned” answer that she had no clue what she had said.  But being the wild crazy redhead that I am, I said, “I’m not sure but I don’t think so!  Would you check for me?”

Here are just a few pointers on getting thru:

*  Remember it is their job to keep the gate closed.

*  Act like you are senior to them….not superior to them.  For example, if they think you are someone of importance or someone who the boss would want to see then there is more likely of a chance you will get into to see him.  This doesn’t mean that you should ever act as if you are above them.  There is a fine line in the difference.

*  They have a wealth of knowledge about the person you are trying to see.  Your job is to use your wits and charm to find out what you need to know that they know.

*  Never, ever pre-sell to them.  In other words, if they ask what it is that you want to speak to Joe Bob about, keep it brief.  Do not go into sales pitch mode.

*  Learn to ask for folks on a first name basis.  Don’t ask for Mr. Jones, ask for Joe Bob.

*  If Joe Bob is on the phone, just say, I’ll wait a few minutes to see if he is available.  Quite often people will see you if they know you have had to wait on them for some reason.  This tip works for either an in-person cold call or a phone call.

*  Always, always, always, be thankful before and after.  Most especially after you have met with Joe Bob as you are leaving the premises, make sure that you find Lucy Jane and thank her for helping you today.

These are just a few techniques that I’ve used over the years.  By all means they are not all inclusive but you might be able to use one or two of these tips to help you get your “Edge Over Your Competition.”

Peggy P. Edge (c) 2013.  All rights reserved.