Monthly Archives: March 2015

It is true that we don’t see cold call sales people, but we do try to treat them courteously.

I began selling in 1964. From day #1 – based on the sales book used at my Monsanto sales training course, “How I Raised Myself from Failure to Success in Sales” by Frank Bettger – I always worked by appointment out of respect for the other person’s time. I felt that just “dropping by” suggested that the CEO or Purchasing Agent had little to do besides entertain me.

That said, when I would call for appointments, I usually got a somewhat friendly reception and an appointment.

In 1975 I changed to selling estate planning/financial planning just like your subject in your opening story. We called on business owners – valuable, illiquid assets like a business need cash, i.e. insurance, to pay estate taxes at death. WHen I made that switch, also moving to New England from the Midwest at the time, I found an ENTIRELY different atmosphere – hostile, suspicious, defensive, closed off.

Since then it’s only gotten worse. Coward that I am, I now employ a telemarketer to “sell” initial telephone consultations. Easier appointment to get, somewhat less productive than face-to-face.

Our distribution business requires cold calling. We get no where with phone calls and little with emails, so we go to the prospects. In food service this has not become entirely unexpected. We apologize for interrupting, introduce ourselves, leave a card, ask for a card and a future appointment. Rarely are we treated poorly and the results are still worthwhile.

John,
I very happy to hear of your brilliantly orchestrated recovery.
Your remarks about the latent “hunter” in the many diligent, systems driven “farming” executives out there that consistently read your blog will be most welcome. Glad to have you back in the saddle.

John,

I was alarmed to hear of your medical issue, and I’m so happy that you are on the road to recovery. As usual, you have nailed several essential truths about business and life – I don’t know where we’d all be without you.

Keep getting better!

Steve

John,

I’m glad to hear you are on the road to recovery.. I think your story points out another aspect of being a hunter – even hunters need someone to watch out for them. Hunters can oftentimes have a “hero” mentality. I noticed that Leila was the one who made the call to the doctor to get you worked in…probably against your protests that it wasn’t necessary.

Good to see you back in the saddle.

Rusty…

Glad you have recovered John-you have a great doctor

John, so glad you are on the road to recovery. Like you I had a similar episode in 2008. And like you, my wife (a true Farmer) made me go to the emergency room. Turned out, I had a staff infection. My body functions were beginning to break down (kidneys, liver). The Kidney specialist that saw me said I probably would have died that night had I not gone to the ER that morning. I’m so glad that Farmers sometime know what’s best, even though us Hunters sometimes think we can take on anything. Best of luck with the rest of your recovery.

Take care!

LA>