Relationship Selling, "Tak’n It to the Streets" Relationship Networking

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Those with Professional Relationships Win More Sales

Sam Manfer Sales Mastery

Relationship Selling: "Tak’n It to the Streets" Relationship Networking

A Relationship Selling Example

Recently I wanted to get to the Senior VP, Sales of Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. So instead of cold calling directly, I called my the golf pro at my golf course and asked for the name of his Callaway rep and his telephone number. I also called a friend that rep’s a competitive line. I explained what I was doing and asked him what was happening with Callaway and the golf industry in general as it relates to selling.

Then, I called the local Callaway sales rep that my pro told me about and he gave me the name of the VP Sales of Callaway, and he also explained the details of the ad. He was not open, however, to introduce me to the VP. So to introduce myself I sent a copy of my book and a letter referring to the issues of golf equipment sales as my friend and the local rep told me about. In my heart I knew this was a long shot. I didn’t get a call back so I followed-up. His admin confirmed receipt of the book, but again, no call back. I didn’t get anywhere, because I didn’t find anyone to introduce me. I didn't have an in and sometimes you don't, but don't just pick up the phone. Always try to find someone who knows someone.

Read the following and see my C-Level Selling Reference Manual of Take Me To Your Leader$ for more tips.

Relationship Selling, Networking - Implementation Strategies and Tactics

Pick a new target account. Who can you call to network you or give you useful information?

Check existing customers, consultants, other vendors, sales people and people within your own company?

Now pick an existing account. Who can you call in that account or elsewhere who can network you to a higher level person?

Think of people you’ve worked with, or service people or “doers” in your company who’ve worked with the account’s people.

What will you say (write the exact words.)

“Can you help me? I’d like to meet ….” Be as specific as possible about who, or what type of position the person you want is in.

Say it in front of a mirror until you feel confident.