Another MUST LISTEN TO Podcast. Below is an overview of the discussion with Donnie Maccini:
- Prospecting accounts your competition is selling
- Choosing which prospect to call on that seems worthy
- Doing research on the internet and physically walking in
- Going in as a Sales Rep or a Customer
- The difference in calling on prospects now than when you first started
- Going in the front door or the back door
- The first discussion Maccini has with the prospect and who he asks to talk to
- How often to go back in
- “I’m not pushy” I won’t pester them every week, but I will keep going back in
- Prospect says they are happy with their current suppliers, then what
- Donnie’s goal is to sell everything they use to his accounts
- How to find the items they are not purchasing from Maccini
- Helping a customer or a prospect transition from current distributor to Colony
- Helping one of his existing customers transition to a new distributor if that ever happens
Be a Resource and SELL SOMETHING!!
