When Something Good Just Drops on You

by Dave Kahle

Last week, I received a call from a prospect I hadn’t thought about for years.  He had an issue, he said, and within a 45-minute conversation we had an agreement for a consulting engagement to help him with the issue.

         Years ago, I would have thought to myself, “Wow, that one just dropped out of thin air.” 

Today, I know better.

         We’ve all had (or I hope that we have all had) similar occurrences.  Something good, in this case a new client, suddenly and without warning appears in our life. It looks like it just appeared with no cause-effect from anything you did.

         As a veteran sales consultant, I’ve worked with over 500 sales organizations for over 30 years. I’ve learned some things.  One is this — nothing drops out of thin air.  Research every one of these, and you’ll discover that they invariably come from two sources.

The first is you!

What one thing would grow your confidence, enhance your results, and make you more valuable in the eyes of your bosses? 

        Gaining mastery of the hardest thing for a B2B salesperson to do – make a  live, in-person visit on someone who doesn’t know you or your company. 

        Most B2B salespeople have never been trained in the ways to do it well. And so they avoid it.  They find other things to do and make up reasons for why they were unable to do it.  Salespeople become disheartened and sales managers grow frustrated

        I can fix that.  On February 13, at 12:00 noon (Eastern) I’ll present a one-hour webinar on the best way to prepare and execute a first call on a prospect.   

        I’ll take you through the mindset you need to be successful, the one key objective for every first call, and how to overcome distorted expectations.

        Then, I’ll identify the three key pieces of a well-executed first call, and show you how to prepare for each. You’ll be ready to go.  Confident and prepared.

In this 60 – minute session, you’ll

• Identify the key objective for a first call
• See why a first call seems so overwhelming.
• Gain an understanding of the three key components to a first call.
• Become equipped to thoroughly prepare for each of the three key components.

        This may be the only opportunity in your life to gain mastery of something that causes most salespeople to stumble.  Separate yourself from your competition. You’ll use the concepts and processes shared in this webinar for the rest of your career.

You owe it yourself to participate.

Click here to enroll. $47.00

          Every client, every customer, every “big deal” that suddenly appeared was the result of seeds you planted months or years ago. It works something like this:  The client who called, seemingly out of the blue, was responding to a thought he had and a problem he realized.  He/she remembered you because of a sales call when he was with another company five years ago. A contact you made, months or years ago, stimulated this engagement. Your efforts paid off in this phone call, on the customer’s schedule not yours.

          Or someone calls to do business with you.  You don’t know him, but he knows a former client from years ago.  The two talked, and you were recommended.  What seemed like it came out of the blue was really a result of good work you did years ago and the word of mouth recommendation that generated.

          These scenarios are so common that it is my expected explanation for why these good things seemingly appear out of nowhere.  

          There is a moral to this story.  Have faith that your efforts will pay off. They don’t always come to fruition in the time that you want.  And you can’t predict which of your efforts will bring results down the road, or who will respond positively.   But you can be sure that you are... CLICK HERE TO READ THE FULL ARTICLE

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