Advance Training

Module - Breaking In

This module examines how we can break in to a new account. It explores the use of telephone, email and mail. We are not passive advertising and waiting for them to call us. We approach directly.

Cold calling, however, is a thankless task. It also has a relatively low success rate. So we don’t do it!

The techniques presented in this module are real world. They have been collected from 25 years of listening to successful salespeople and how they do it.

The module discusses, step by step, the research needed to identify key people and their interests and how to do that research.

It defines the idea of a multi-pronged approach to several executives in an account to gain increased information and increase the chance of success.

It defines the different approaches we can use to gain the executives interest and to gain a meeting. For example, the easiest way to meet a new person is from a referral from a mutual contact – certainly not a cold call.

It explores in detail the adult ways of working with Personal Assistants to gain their trust and a meeting.

It explores how we should integrate phone calls, letters and email.

It also examines how to deal with the various ‘objections’ that the executive might use. Too busy, not interested, wrong person and so on.

In short, this module presents an intelligent process for gaining access to key people in new accounts.

For most of the issues it presents several options so that individual participants can find something that suits their own personality.