You request a sales position interview, sweat thru it, and
yes you happen become one of the lucky chosen. You just
fell into the death trap.
Your sales manager is a wonderful guy with about a dozen
agents under his wing. Initially he works on your mind
daily. How superior these products are. Heck, they almost
sell themselves. Rapidly you become mentally wounded,
finding your sales manager is not going to provide leads.
You are go to dig up your own or dig your grave..
From wonderful, your manager becomes slave driver. He
forces you to make up a lead list of 100 relatives,
friends, neighbors, church members, etc. That becomes the
new revival plan. You should get plenty of sales
opportunities. These are not 100 leads but 100 people you
happen to know. As a result your "leads" get more "pity
sales" than sales from people wanting or needing what you
sell.
Clouds of career death loom overhead constantly. The self
termination of 85% of salespeople occurs within 18 months
after being hired. In the office you notice the seats in
the office are occupied by newer agents with new phone
directories. This projects rather strange and spooky
feelings. (Almost like a funeral parlor). It is not just
you, it is like a plague sweeping across the helpless new
salespeople.
The truth stinks of rotting meat. Where are those leads you
were told about in the interview? Your sales manager barks
at you for not getting referrals, and for not talking to
enough acquaintances.. You too are provided with a death
valley phone directory to start cold calling for leads. The
sales manager chastises you for not being able to overcome
objections. You start to think your company, agency, and
manager want you to sink six feet under.
Why is your sales manager spending so much time hiring and
so little on hands selling with new agents?. You observe
new agents are dropping quicker than a fly, but the ones
that fail, pass on without a memorial service. Fresh "new
blood" keeps arriving, but what about all the missing
bodies?
Reality sinks in The culprit is leads. No leads produces
zero income, no matter how great you can sell. Either you
must quit now or borrow $1,000 from a family member. If you
want to make money in sales, you have to use your own seed
money to survive and prosper. You need leads to sell, not a
phone directory for random prospecting.
Using a lead system is a simple formula. A fair number of
leads + decent quality = more sales presentations = more
sales income. Injecting quality leads is started by finding
a list broker. He can get you a 2,500 name list of quality
prospects. He can also connect you with a combo large
mailer /printer. That person can give you wording ideas
that produce responses. 2,500 inexpensive postcards are
printed with your message.
FINALLY GETTING LEADS. Have 1,250 sales pieces mailed now.
The other 1,250 are sent out 10 to 12 days latter. Your
first batch of leads produces 12 to 15 responses. These
people are eager to talk with you. 7 appointments gets 4
sales and $2,500.00 in commissions. Quickly pay off $100 on
your loan, and invest another $1,000 before the second
batch of leads come in. You are determined not to be buried
alive.
Besides starting to dig your self out of the grave, Two
automatic sales miracles happen. You quickly get more
experience leading to a higher rate of appointments. This
causes more sales at higher amounts.
THE DEVIL was your sales manager, sales agency, and home
office company. YOUR SAVIOR WAS GOOD LEADS
----------------------------------------------------
Don Yerke is the marketing adviser at Direct Mailing List
Brokers. A premier firm in providing carefully refined and
selected sales agent name lists and prospective client
lists.. The uncommon website with an attitude is located at
http://www.direct-marketing-mailing-lists-brokers.com
If the next article you read is controversial or takes a
stand against sales firm goliaths, Don may have been the
author.
No comments:
Post a Comment