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Quote "Using Sales Concepts techniques, we landed a new order for $250,000.00 with great margins. Without SCI we would have had no chance, at any price, to get him to change vendors." Quote

Pat Rowell, Sales Representative Cutting Dynamics, www.cuttingdynamics.com

The Power of Confidence

 

Recently while attending a conference, we heard a great story about the power of confidence.  A gentleman (call him Bob) was called by his younger brother (Joe) and asked if he had any contacts at a very large company, a company Joe felt he probably had no business selling to. The older brother Bob replied, “Sure, give me a couple minutes; let me figure out who that would be”.  Joe suddenly felt he may have a chance.

 

Bob saw an opportunity to play a prank on his little brother, so he did a quick Google search, found the name of the individual who was the decision maker and called Joe back, “Okay, you need to call this guy and use my name”.  Joe thanked his older brother immensely and set out to close a new deal with this enormous company with a real sense of confidence.

 

The gatekeeper did not stand a chance, Joe did not even need to use his brother’s name, his tone alone proved he was supposed to be calling.  The decision maker answers his phone and hears a confident,

Salesman:  “Hi, this is Joe Smith”. 

Prospect:  The reply comes, “who is Joe Smith?”

Salesman:  “Sorry, maybe he did not give you my name, Bob Smith, my brother, told me you would be expecting my call.”

Prospect:  “I don’t know a Bob Smith either”. 

            Salesman:  “Oh, he did it to me again!”

Prospect:  “Who did?”

Salesman:  “My brother, he is always playing jokes on me…he told me you wanted to talk to me about what I sell…”

Prospect:  “Well you are talking to me now, what do you sell?”

 

Months later, Joe has a new 1.6 million dollar account, but he is still mad at his older brother.  He missed the great lesson, the confidence to make the call and act like he belonged is what made him successful.

 

Are you confidently prospecting and opening new accounts?  If you're lacking the confidence or you don't feel like you really belong, call Sales Concepts for help, 440-575-7000.