Jeffrey Gitomer Answers a Question about Positioning Cold Calls | Sales Training
2,321 views · Published 8 November 2013 · 1:19 · Indexed 20 September 2026
Channel: Jeffrey Gitomer's Sales Training Channel · 2013 · People & Blogs
Jeffrey, I am in a new position in education sales where I am cold calling school districts to set up free, web based pilots of our flagship product. I am in Arizona but I am calling on the midwest and working with the field reps in those states to drive new business for them. Do you have any advice as to how to position my calls, as I don't get to met these customers face to face. I do get to run webinars to demonstrate this product for potential customers and once they see the product they are usually hooked, but it is getting them to that point that is tough! Fay Fay, First of all, thanks for the question. What's your company doing? Why aren't they teaching you how to do that? Why are you writing to me about your job, when your company, whoever the boss is... Have your boss call me. 704.333.1112. They're doing a crappy job of training you. That's point #1. Point #2 is: You have to be engaging to them. There has to be some reason for them to want to see your demo. So what I would want you to do is give me a testimonial from 5 of the people that were reluctant to watch the demo, watched it, bought it, and think it's the greatest thing on the planet. You shouldn't have to be a person who's trying to make the sale, you should be proving what it is you're trying to sell so that the other person would buy it. Jeffrey Jeffrey Gitomer | Sales Training | Sales Videos | Selling Skills
