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“Career Development - Business Development”

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                        Does No Mean No? - Increase Sales Dramatically

My sales career didn't take off until I learned to close the deal.  I want to add here that I never sold any of my accounts or customers anything they didn't have a need or desire

I was selling footwear and needed to get a broader dealer base and was in Chippewa Falls, WI one afternoon cold calling on hot prospects.  There was a very nice shoe store here that I had never done business with, in fact I had never met the manager.  So I took what we called a "Hot Bag"  in this case it was a small leather bag with a shoulder strap with one main compartment and a sleeve pocket on the outside for brochures.  I put three colors of our best selling piece in the bag, which was a style of clog (That tells you how long ago this was) but it certainly still applies to today.

I entered the store and was able to meet the manager George.  I told George who I was and what I was selling and handed him one of our nice colored brochures.  I asked if he had 3 minutes just to take a quick peek at what I had in the bag, George's reply was that he didn't have any more money to spend on additional product at that time.  First No.  So I said well I have a sample right here in the bag let me show you.  No I really can't was his response I don't want to add any more shoe lines.  Second No.  So I responded politely by asking him to keep the brochure and gave him one of my cards.  I turned took two steps towards the door while I was opening my bag, pulled out a sample clog turned back around toward George and said while holding the shoe out to him in one hand these are really comfortable and in the other hand I had a opening order already written up.  George here is a good opening order to get you started already sized and colored.  George looked at me started to grin and said, give me that, and approved  the order.


For more on completing the sale see:

          "Career Development - Business Development"