I had no intention of writing a blog tonight. Last I wrote on Wednesday was to look for another blog in this series for Wednesday night. This morning I received the email below from a long time Print4Pay Hotel member.
Art, I love reading your stuff and sharing some with our 15 sales reps. You have inspired them and me many times. We are all working from home here in the Midwest at Sumnerone. We just finished up an $850,000 hardware June which was good and 75% were new accounts. We think July will be better. Our folks are working hard and we never closed at all. We are supporting our clients and we think of them as friends and their families mean a lot to us so we check on them. And they check on us as well.
We will all be fine if we stay the course and work through this. Art, keep us all going in the right direction like you always do. Now, go sell something!!!
The email was pretty awesome especially since I've had a tough couple of weeks. That $850K is some kick ass numbers and how about the 75% net new! That's off the charts in my book. In addition that's a wonderful relationship the Sumnerone has going with their clients. That email gave me the kick in the ass this morning and I'm thankful for that,
Did I tell everyone I was also on vacation for a week? I do love my vacations but usually end up hating the time after I return. Some always needs to pay the piper so why not me?
Today was pretty cool since I was able to cross off ninety percent of the items on my to do list. In addition I had another three meetings, two of those weren't planned in advance. One of those two meetings resulting in a verbal order for a pre-owned wide format. That meeting was actually pretty cool because the DM was out of town when I called him on his cell. Our conversation lasted about thirty minutes and I don't think we spoke about the wide format for more than 10 minutes of that time. We had the chat about the current state of business in general, how is business is doing and we then somehow landed on the topic of Tequilas. End result was the verbal and a scheduled appointment on-site for next Wednesday at 7AM. Yes, that's 7AM, thank goodness the account is 3 miles from my house.
My afternoon was spend making calls and sending emails. I was able to log 25 calls, set two appointments and sent another 10 emails. One of those calls was for an existing account that was in the weeds a few weeks ago. Turns out that they will not upgrade early because they are in the entertainment business. I can't blame then for making that call since that business is in turmoil with COVID. However the door was left open for something after Labor Day.
I did not call the one account that was making a decision today. This is the one where it's me up against two direct branches and the third time around for proposing. I had no idea of when their internal meeting was scheduled, thus today was a day where I let the ball travel.
Tomorrow has me for two additional meetings with one that's internal and the other with an existing prospect. The rest of the day will be spent making more calls, pricing up a proposal for the 45K net new and sending more emails.
One of items on my to do list was to call all of my open opportunities that I had not touched in the last two weeks. Almost all of those calls went unanswered but what the hell the way I see it is that I get to roll through more of the calls that I need to make.
-=Good Selling=-
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