This week’s question from our portal “Ask Us Anything” comes
What if, in some cases you absolutely can’t get the right person—or the decision maker—on the phone? Maybe it’s a high-level executive who just doesn’t have time to get on a call and is asking another person to get that information for them. Or what if it’s a team, so the team is going to make the decision and the entire team doesn’t have the time to get on a call?
Are there instances where you’ve been in that situation? If so, do you have any advice as to how we would likely move forward?
Yes, I’ve definitely been in that situation early in my career.
I decided then that I did not want to have my future based on somebody’s decision who was not actually the buyer.
I found it incredibly frustrating, and didn’t want to waste my time with it.
If it wasn’t important enough for them to get on the phone with me, then it wasn’t important, period… because basically what they’re doing is bidding out a project, and I’m not going to play that game.
But here’s the thing:
It’s entirely up to you how you want to handle these situations. This is your decision and it should be based on your preference, your career, and the goals you’ve set for yourself.
When you’re playing in the corporate game, or the C-suite game, there’s a certain amount of things you end up having to deal with, at least until you establish yourself as the best.
But still, you have to decide—do I want to continue doing business that way? If so, then make sure you’re doing enough beyond that (like following up and being persistent).
For me personally, I don’t want to compete with anybody. That’s the first position to be in. I’m not lowering my prices for anybody. If someone doesn’t want to pay, that’s fine. Go someplace else.
But in corporate, sometimes you’re forced into a position like that. So if that’s what you want, then it’s about persistence, and it’s about numbers.
With everything you’re learning about sales in The Matrix program, when it comes down to it, you’re still playing a numbers game. Sales is always a numbers game, and it’s somewhat about juggling those numbers too.
You’ve got hot leads, you’ve got people in a “tickler file” whom you’re calling in a month, two months, or six months, and you’ve got people you might follow up with next year—or whatever the case might be.
You’ve got to stay on top of all of that, because as that begins to create momentum, your sales will go up across the board over time.
Doing the right thing, even though emotionally you might want to keep pushing, pushing, pushing—the idea is that if you follow the process I’ve given you in the Matrix training, you’ll either get to a yes, a no, or a “call me at a different time because it really is not the right time right now.” And then your sales will increase across the board.
David
P.S. Are you ready to feel confident in your sales calls, inspire and influence more potential clients, close more sales, and significantly increase your income—without pressuring, pushing, or manipulating anyone? If so, join me for my exclusive sales training program, “The Matrix.”
This 4.5-month program is designed for entrepreneurs and business owners who are ready to master sales. We just started a new cohort on January 21st, but there’s still time for you to get in!
To learn more, or to join The Matrix—click here.
