It’s Just A Numbers Game


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I was really busy, my time was filled.

I start each day with my list.

I dialed 100 numbers, 80 were voicemails, 15 hung up on me, 4 listened, 1 said he’d see me.

Excited, I grabbed my brochures to rush to the meeting.

Didn’t know what the customer did, but I’d done 100?s of sales calls before, I figured I could wing it.

I started to present, gave him the brochures, but he asked lot of questions, I didn’t have the answers. Told him I’d get back to him.

Tried getting another appointment, took 3 weeks. But my manager knew I had a hot opportunity.

By the time I had the meeting, he was talking to the competition. He had his answers, he had some new questions.

I asked him to give me a chance. I told him I’d get right back to him with the answers and a proposal.

Finally saw him three weeks later. He liked my answers, said he’d gotten two good proposals from my competitors. He wanted my best pricing. I told him we were clearly the best, we could give a great price, said I’d email it to him.

I told my manager, we’d get the deal, just had to come up with the right pricing.

I emailed the pricing, then called to follow up. He wasn’t in, I left a voicemail.

I called to follow up, I left a voicemail.

I called again, starting to worry.

I finally reached him, he said he had selected another supplier, but thanked me for the proposal.

The loss was painful, I really needed that order. Had to get things going.

I told my manager I was busy, that I could recover and make my numbers.

I reached for the phone and started to dial

I dialed 100 numbers……

It’s just a numbers game!

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Republished with author's permission from original post.

Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.


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