I learned that it pays to treat prospects from the beginning as if they were already paying customers - to treat their requests for information, etc., with urgency, to follow up and follow through - to do what I say I'll do. This shows that I and my company actually care about them and builds trust and rapport.
Using this method, I have gotten my company in doors that others could not penetrate. I have even gotten to a point several times where, even though I was only an opener on the phone, the prospect thought I would be the one to personally meet them and discuss things further. I have used this successfully with small to very large businesses in various industries and even government agencies.
I have also successfully completed RFI responses, prequalification forms and applications for diversity and small business certifications.
When I raised funds over the phone for nonprofit organizations, I learned some solid negotiating techniques that worked pretty well for me.
I have done outside sales too, although more business-to-consumer than business-to-business (so far!). I successfully sold subscriptions to the Daily News in front of grocery stores, etc. and sold subscriptions to the Los Angeles Times door-to-door. This is in addition to real estate sales and natural stone sales (this was business-to-business).
You may ask yourself, "Even though Leonard has seemingly good sales abilities, why should I hire this guy over someone with a number of years of experience in my industry who will have a shorter learning curve?"
My answer: Because my ability to develop and maintain relationships works in a lot of industries, not only the ones I have experience in - So in the long run, that means more business for your company since I'm VERY good at what I do! Feel free to ask me for a list of prominent organizations I got my company in the door with.
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