Today's Growth Classics, Growing Business Today, Marketing Your Business For Growth And Success

Why “Tell More – Sell More” no longer works. Pre-Internet, a case could be made that if a given sales rep simply made the most calls in the office, chances were that they would end the month on top. There’s many reasons for this, such as, * The “deserve factor” leading to transference of feelings… * Law of #’s * Experience… whoever makes the most calls fields the most questions, thus, builds up a war chest of perfect responses to questions from the absurd to obvious. * “Making the most calls” is such an important aspect for many of the largest companies in the world that many of the great sales trainers such as Zig Zigler, Brian Tracy and Tom Hopkins have book chapters and seminar sessions centered around the concept that often the best performing sales reps are those that get in early, stay late, and “make one more call.” Today, In our digital age, with decision maker’s distracted with Skype, Text, Voice-Mail, Email, GoToMeeting, and traditional Phone Calls, more calls often lead to nothing but more frustr