When you make calls, whom do you attempt to speak with? Purchasing? Procurement? The end user? Maybe a department head? The higher you call in an organization, the more likely you will create some change. Seems simple enough, so why don’t we all call on the President or CEO?

Self Esteem and a collection of records in our brains will often determine whom we choose to talk to. If you are not the President of your company, would a President of another ever take you seriously? Only if you have the guts to call on them...

Think about it, most salespeople could never conceive of calling on a President. If you are hearing messages like, "they will not care" or "you cannot ever get to them", you have already lost. Successful salespeople have determined how to aim as high in the organization as possible. They see themselves as peers of the CEO or President, and as a result they close more sales.

Remember, "Who You Call On Is A Conceptual Thing". Think about this before your next sales call, or ask for help from Sales Concepts at 440-835-1529.

P.S. Attention SCI Clients, Save The Date!!! December 12th will be the Annual Sales Concepts Holiday Party. Watch the mail for your invitation to our Open House from 2:00 – 6:00pm on the 12th.

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