Here are the people and places to get your feet wet in the area of selling.
1. People you know because of their profession - The people you have interacted because you are customers of their business. These may include business owners, officers of small corporations, people in the professional fields such as law, medicine, dentistry and accounting.
2. People you know from your former employment - They may include former employers, co-employees, trade or professional associates, former customers and clients, former competitors.
3. People you interacted with in your school - They may be former schoolmates, high school/ college classmates, sorority/fraternity friends, organizational associates, athletic, dramatic, debating, musical, language, teachers, and parents of classmates and schoolmates.
4. People you know because you have a particular hobby or enjoy a particular sport - You may be a photography enthusiast, chess, music, golf, tennis, public speaking, home movies, travel, amateur dramatics and fellow club member. It doesn't mean that they don't need your product!
5. People you know because of your contact through public service or charitable interests - They may be your community fund contacts and people you meet during committee meetings.
6. People you know because of your own home - They may include your real estate agent, your banker, the seller, the builder, the real estate broker, the building supplier, the architect, interior designer, etc.
7. People you know because you live or have lived in certain neighborhoods - Don't discount your former neighbors or even your neighbors to me. Even if they won't buy from you, they have contacts as well who will buy from you.
8. People you know because you drive a car - It may be the dealer, the attendant, the gas station operator, tire suppliers, auto insurance salesperson, and others whom you may be in contact because of your car.
9. People you may know because of your daily expenditures - The grocer, the corner store, the cashier, packer, the video owner, people to whom you have made payments the past year.
10. People you know because you have children - Your children's teachers, parents of their playmates, school principals, etc.
11. People you know because of your religious activities - They may be teachers, clerics, fellow members, those whom you meet at religious services.
12. People you know because of your spouse's employment activities - Your spouse may be a cornucopia of contacts also. Ask!
13. People you know because of your organizational associations - They may be service organizations, fraternal organizations, neighborhood clubs, political groups, chamber of commerce, farm bureau, veteran's organizations, cooperative associations.
Jun, a Sales Counselor for a few months has been unsuccessful in his sales career. But he does not want to give up. He knows that a lot is still in store for him.
Juan can't blame the economy, the state of the industry, the competition or even the company itself for his failure because the reality is, there are people out there making money and Juan needs to be one of them, even you need to one of them.
Whether you have been in sales for a long period or even a few days from now, it's time to train. Competition is brutal, the economy is in chaos, and customers are stressed out from bogus salespeople out there. Tricks you may have in your sleeve in the past may be the cause of your failure now. You need new techniques and new way of doing things. Here are some magic tricks you may need work on:
Make sure that the planholder fully understands his plan, and that he has a clear conception of its benefits. This can be accomplished by reviewing all benefits with him when you deliver the contract. The counselor should try to increase the planholder’s confidence in him by perhaps writing a memo and inserted on the plan at the time of delivery – to get acceptance as his personal counselor or adviser, someone to count on in the future. This is the time to lay the foundation of a continuing, profitable relationship.
Some counselors type on a slip of paper, pasted on the plan jacket, the benefits which that plan covers. Every time the planholder looks at it in later years, he is re-impressed with the specific purpose and is hence more certain to pay the installments.
If the counselor has done his job well, the planholder will be glad to help him with his prospecting. He should deserve a quality prospect and ask for names of one or two people who fit the description of a good client. Most people like to have favors asked of them, so the counselor should make most of the opportunity.
The sale of the plan should be considered as a three-fold job: ONE, THE SALE OF THE PLAN, TWO, PAYING THE WAY FOR A REPEAT SALE, AND THREE, SECURING OF ONE OR TWO NEW QUALITY PROSPECTS.
Eliseo P. Dizon