Discover Selling to Yourself
BREAKING NEWS!!! Kelly and I have launched the Short Attention Span Sales podcast! Go to BillFarquharson.com/podcast and select a topic and listen. Then, subscribe and take in a new episode each week!
Some of the questions that I hear in my coaching calls are questions that you probably have as well:
- How many times should I follow up with someone before I give up?
- Will that extra call be annoying?
- Should I call someone’s cell phone if I can’t get them on their office line?
Good questions, all. Wouldn’t it be great if there was a help desk, one that would answer questions like this?
Well, there is… Sort of.
Over the last couple of years, Discover, the credit card company, has been running some really fun and entertaining ads whereby people call in to their customer service department and end up talking to themselves. It’s a clever way of getting the message across, “We understand you.”
What if your call to the aforementioned helpdesk was just like that? What if you called and “you” answered? I doubt you would get into a “frog or fraud” conversation, but it might help you to think about what advice you would give yourself. In other words, what if you made a sales call on you? How many times would you want someone to follow up before they gave up? Would you find that extra call to be annoying? Would you care or someone called your cell phone?
A big part of finding our target market is understanding that we are looking for people who are just like us. While it’s a great trait in skill to be universal in your sales approach and therefore connect with all kinds of people, it’s my belief that we seek out people who think like we do and quite frankly, we are surprised when not everyone does.
So, make the sales call that you would want to make. Make the call you would want to hear if you were on the other end of the phone. The key to finding “your customer” is to see yourself on the other end of the phone.
Bill can be reached at 781-934-7036 or through his recently updated website BillFarquharson.com where you find free content and ideas as well as info on his books and sales training programs.
Who’s Making Money at Digital/Inkjet Printing…and How? will teach you how to be profitable, rebuild a loyal customer base, and get your sales reps selling. Click here for more information on that and The 25 Best Print Sales Tips Ever!, can be found at BillFarquharson.com. Contact Bill: 781-934-7036 or
If you need sales and are willing to put in the work, take 3 minutes to learn about the new training program.