GETTING INTO TOUGH ACCOUNTS
Navigate Roadblocks
Mailroom
Presidential transfer
Off-hour DM extension
Handle all
objections
Generate Interest
Differentiate!!! (Pictures,Telegrams, Doc appt,Chocolate Phone, FEDEX)
Neighbors & Competitors References
Make ‘em sick…
Knowledge is POWER
Account:Leaders or followers?
Self: Sales knowledge/Product knowledge/Industry Trends
Deliver a BENEFIT: Know what they need & why they need you!
Persistence
Never give up
Believe you will get the deal: Visualize the signature going on the paper!
Motivation page
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