Debbie Mayo-Smith international inspirational motivational how-to speaker technology, time management, improving business performance
Motivational Speakers, Sales, Marketing, Time Management, Productivity, Technology, Tips

Specific target or not?

Sarah Reilly, ITNZ, New Zealand
Understand where your product fits within each company. If, for each call you make, you say, ‘Can I speak to the person in charge of telecommunications,’ you’ll lose clients.

For example, I work for an engineering firm. We have HUGE telecommunication needs, mobile phones, conferencing facilities and broadband 24/7 to over 40 computers and the rest. But no one here is specifically in charge of that. We have an IT person, an perations
manager, four directors and sometimes a couple of techies as well. While all of these people would have a crucial role either in understanding what you’re selling or in approving the payment for it, no one particular person can be sold on a single phone call.
Start with the general/operations manager and ask if you can come in and sit down with them.

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