A true story about my first job in sales after graduating from university:
I worked in a call center selling advertising to entrepreneurs, and the climate was similar to the film “The Wolf of Wall Street”. Every morning when we’d get home early to do some prospecting, everyone would immediately look at the little red light on our phone:
”ARHHH – It’s red”- a sales rep would shout.
The red light started your day in a bad mood.
Everyone knew it was a cancellation because customers had 48 hours to cancel their contracts.
Except for me, the red light meant something different, and the other sales reps knew it.
My little red light meant:
”Hello Yann, call me back when you get to the office, I’ll take the product you talked to me about, send me the contract”
So I’d start my day with a sale… and since we were 70% commission and 30% fixed salary… I’d cash in on the Benjamin Franklins.
Why was it different for me?
Because I was down-selling the product, making credible claims that were lower than what the product did, while the others were making claims that would wake the dead.
It was an extremely difficult job making 150 cold calls a day… except for one person.
Easy job for Fred.
Fred decided to work similarly smart. He squeezed all the juice he could out of the CRM like a lemon, which was quite complex, but he spent a lot of time learning it.
*FUNCTIONS – Get a list of customers who cancelled their product within 30 days based on price, and offer them something else cheaper
*FUNCTIONS – Get a list of sales that weren’t finalized by the salespeople who had been fired, and finalize the sale in the system.
and many other functions that I can’t talk about.
In short, while everyone else struggled to make 120-150 cold calls, Fred made 15-20 calls a day and was one of the best salespeople in the company.
And Fred got a promotion for a job well done.
People don’t reward hard work, just results.
P.S. If you want to work smarter and not harder online like Fred, there is a way. My coaching program. Unfortunately, there’s a waiting list, so you can’t buy now. If you’re interested, reply to this email and I’ll add your name to the waiting list.
My philosophy is work smarter, not harder, and use leverage. I show people how to sell anything online by email without being salesy.
Yann Brainy ”The MiddleMan”
www.yannbrainy.com
