sales call

Word to the Wise: Calling to the Top

Vince DiCecco is a dynamic and sought-after seminar speaker and author with a unique perspective on business development and management subjects, primarily in the decorated- and promotional-apparel industries. With more than 20 years of experience in sales, marketing and training, he is presently an independent consultant to various apparel-decorating businesses looking to improve profitability and sharpen their competitive edge. Visit his website at ypbt.com, and send email to Vince@ypbt.com.

Depending on the type of decorated-apparel business you’ve built and the description of your ideal customer, the final decision-maker at a prospective client may indeed be the owner, president, or CEO. However, more times than not, you’ll find it’s someone else who has been empowered by management to make purchasing decisions.

Nevertheless, the sales professional that can comfortably, confidently, and willingly make sales calls on companies’ top brass will reap extraordinary benefits. Those accounts will have substantially higher revenues, superior profitability, and greater longevity than the accounts of a salesperson that can’t or isn’t willing to take the risk.  

Make a memorable impression with the movers and shakers in the prospect account. Consider that if you are fortunate enough to strike a memorable chord with a business owner, the odds that you will be introduced to and meet with other key contacts throughout the organization are excellent.

If you want to improve your batting average in landing appreciative, loyal, quality customers, learn to become comfortable with calling at the top. Good luck!