John says, “It’s about developing
core networking places and partici- pating, getting involved, and estab- lishing a leadership position. But everyone is different. Some people are morning people, and some are night owls. Work at your best system and process that lets you get the most done in the time that you dedicate to networking.” Here are John’s other core net- working groups, described in his own words: Rotary. “I’ve been in Rotary clubs since 1997, where I was the founder of Mecklenburg South Rotary. Rotary has been a great organization to partici- pate in. It is not a sales networking organization. It is a service club that gives you the opportunity to meet and network with others.” Leads groups. “I’ve been in numer-
ous groups that have differing levels of success. One of the best things you can do in those is use the opportuni- ties to build relationships with people you trust and value and who work in circles similar to yours.”
FROM THE SALES LEADERSHIP BLOG
How to Help Your Reps Stand Out on Sales Calls LISA EARLE MCLEOD
Imagine two competing salespeople who are about to call on the same customer. Salesper- son A is making his call at 10:00 a.m., and Salesperson B is making her call at 11:00 a.m. Before they go into the call, they both do the exact same thing: they open their laptops
to review the customer’s information. As they scroll past the customer’s contact informa- tion, the two salespeople see two different things.
Salesperson A sees the projected revenue for this customer and the anticipated close date that he promised his boss. Salesperson B sees five boxes labeled 1) customer environment, 2) customer goals, 3) customer challenges,
4) what success looks like for this customer, and 5) what lack of success looks like for this customer.
Each box contains a succinct summary of the information Salesperson B has gathered on her previous sales calls. Which salesperson is going to make the better sales call, Salesperson A, who goes into the call after being re- minded about his quota, or Salesperson B, who was just reminded about the customer’s goals? Read More >
SELLING POWER MAY 2015 | 19 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
One more thought from John: “When you are brand new in the sales world, you don’t have a lot of things fill- ing your calendar. Fill it with networking events and Chamber events. Fill it with opportunities to meet and build your network of people. The best strategy is to help them achieve the things they’re trying to achieve. Pay it forward and you’ll always get paid back.”
Jeffrey Gitomer is the author of 12 best-selling books, including The Sales Bible, The Little Red Book of Selling, The Little Gold Book of YES! Attitude, and 21.5 Unbreakable Laws of Selling. For information about training and seminars, visit
www.Gitomer.com or
www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at
salesman@gitomer.com.
VIDEO: HOW TO SELL IN A NEW WORLD AND WIN, WITH JEFFREY GITOMER
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