The Eagle Blog

Selling … Nothing Happens Till You Do Something!

Quote about importance of listeningIf you are in sales you hear comments like that heading all the time … and over time they become background noise …

Stop waiting for the phone to ring.

Get out and find the business … its not going to come knocking on your door.

What you hear is blah blah blah blah

What you think is Tell me something I don’t know, why don’t you help me?

“A desk is a dangerous place from which to view the world.”  John Le Carre

Here are some thoughts that just might put those “sales manager”-type comments into perspective:

1.  The way that you find out what is happening in your market is by talking to people.

2.  EVERYBODY has an opinion … so talking to one person gets you just one opinion.  (How many times have you heard there was nothing going on in an account only to find out later that your competition has an inside track?)

3.  Every conversation that you have does not lead to business … but every conversation that you have can (a) build on a relationship; (b) give SOME insight about where to have your next conversation; (c) just might lead to business.

4.  You don’t need to talk to the “big boss” to understand if there is opportunity.  Assistants, receptionists, junior staff, supervisors, managers and even competition will all have some knowledge if there is “stuff happening”.  Once you understand possibilities then just maybe it can lead to business!

5.  Being “out” in your market talking to people feels good, feels like you are achieving something and provides you with accurate information about the realities of the market.

6.  Sitting at your desk just leaves you open to those comments and it doesn’t feel good either!

It is dangerous to get to the point of hearing “blah blah blah” when your boss talks.

You know you need to “do something”.

Just try talking to as many people as possible and finding out if it really does lead to business … PS. don’t forget to document those calls

“Opportunities don’t happen. You create them.”  Chris Grosser

Kevin Dee is the founder and Chairman of Eagle (a Professional Staffing Company)
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