Once again I find myself grateful for the influence of someone on my career, and I’d like to continue the recent trend of sharing the blessing on my life they’ve contributed.
Yesterday in the Sandler Sales Training class I attend, our instructor, Cathy Atkins, had us fill out a 3 x 5 index card with 3 professional goals on the front and 3 personal goals on the back. These goals are to be completed within 90 days and we must keep the index card in a place where it will be seen often, such as in our wallet or the visor of our vehicle.
One of my goals is to paint more vivid and powerful mental pictures for my prospects to better communicate the impact an ad campaign will have on their business.
When I returned to my office, I reached out to a prospect who appeared to be a lost cause. Instead of just reminding them of the same things we discussed in a recent meeting, I took the opportunity to paint two vivid scenarios of what might occur: one if they didn’t advertise and one if they did. Sorry, I’m not going to divulge all my secrets now, but the prospect responded in short order they were ready to become a client!
If Cathy hadn’t asked me to write down 3 goals to start implementing in the next few months, I doubt I would have earned this piece of business. This isn’t the first technique that she’s shared with me to have immediately paid dividends either. I’ve sold advertising in one form or another for a decade now, and I’m still finding nuggets of sales gold by attending Sandler Sales Training.
Cathy, thanks for all you do!
(Cathy is also a columnist and active member on the CBT Blog Team.)
Tags: Cathy Atkins, goals, Sales, Sandler Training, SuccessCategories: Advertising, Business, Business Development, Economy, Media, Sales, Success.
