It was 4:45 on a rainy Friday afternoon when Louise picked up the phone.
She made a sales call at a time when most of us were finishing reports and paperwork.
Louise made a sale on that Friday afternoon.
Because it was on her to-do list to call that client on that afternoon.
It didn’t matter to Louise that Friday late afternoon might not be a good time to contact clients.
The Power of Positive Thinking
Her positive attitude and determination earned her a spot on the President’s list every year.
Louise won cruises and trips to beautiful resorts.
She was a joy to work with.
Most of us tell ourselves . . .
. . . 4:45 pm on a Friday afternoon is a terrible time to call clients.
Monday is not a good day to make sales calls.
When you think about it, though, there are at least seven good times – and reasons – to make calls at times or on days that we think will not be successful.
It matters very much how we think about making those calls.
Seven reasons buyers would LOVE to hear from you:
1. They are annoyed at having a difficult time reaching their current sales rep.
2. They need a new __________ and are open to hearing about what you have to offer.
3. Their sales rep vanishes, leaving a good account ready to listen to the next salesperson who calls.
4. A vendor is back-ordered on a product you have in stock, creating an opening for you.
5. A buyer is managing too many vendor relationships and needs a one source solution.
6. They hate the complicated ordering process with their current vendor,
7. A buyer would rather deal with someone who wants to help and isn’t always focusing on just “making the sale.”
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