I just got off the phone with a salesman who set a record for selling a complex piece of software in 4 months. He built a $44M pipeline in 10 months.
He learned how to set records from a manager who had a goatee, wore a cape, and used a walking stick. No kidding. I’ll call this manager The Count.
Bob was calling on medical practices and doing okay when his manager left. His new manager was the guy with the cape, The Count. Bob had a bad feeling about it.
The Count called him into his office and started grilling him. “Bob, who are you going to see today? Why? You’re going to show them the system? Can they buy it today? Is everyone who needs to be there going to be there? Will they have their checkbook with them?”
Bob was overwhelmed. He felt pushed around. Bob asked, “How do I know? I’m just going in there to do a demonstration.”
The Count said, “It’s easy. Just call the doctor and say, ‘You and I are going to use a lot of our valuable time today. I’m going to show you a system that will transform your practice. Let’s not waste time. Will you have your checkbook there so that you can buy it?’ ”
Bob took the lesson to heart. In one month he sold 10 systems. It set a new record. The company had to hire more people to help install the systems and train the offices. Bob was reporting in at the end of the month and The Count asked, “So what happened to you? How did you set a new record?”
Bob replied, “You know exactly how I did it. I qualify the heck out of everyone before I even go near their offices. Every time I step in to see a doctor I expect a sale and the doctor expects to buy.”
Bob has used those lessons for 20 years now. That is how he set a new record and sold a complex system in only 4 months. That is how he put together a $40M pipeline in 10 months. And by the way, if you want to hire him, give me a call.
Have a prosperous New Year. Qualify the heck out of everyone before you spend any time on them.
