Subject: sales techniques
From: Chris Maeda <chrismaeda@attbi.com>
Date: Fri, 30 Aug 2002 16:44:24 -0700

Nice message.  "Selling to VITO" is a pretty good
book that explains the solution selling mindset as well
as the blocking and tackling that you need to do well
in order to sell software direct.

Besides being nice to the assistants, another trick that
works is looking through the guest book when you get your
visitor badge so you can see who your competition is.


At 08:13 PM 8/30/2002 +0500, Benjamin J. Tilly wrote:

>This in addition to the usual sales stuff like making the customer think
>that you understand and appreciate them.  For instance a trick of my
>grandfather's (who was the t in http://www.cmtengr.com/) was to lay his
>hands on anything he could resembling a company directory, marketing
>materials, etc with names and (very important if you can) pictures.  If
>he could not do this before visiting a company the first time, he made a
>point of asking for it then so that he had it for the second.
>
>Before visiting the company he would look at these and memorize names
>and faces.  When he walked in he would then address everyone he could by
>name, including the secretaries.  Actually secretaries were a
>particularly high priority for him because he knew how much hidden
>influence they have, and they respond well to attention because most
>people treat them as furniture.