Recently while attending a conference, we heard a great story about the power of confidence. A gentleman (call him Bob) was called by his younger brother (Joe) and asked if he had any contacts at a very large company, a company Joe felt he probably had no business selling to. The older brother Bob replied, “Sure, give me a couple minutes; let me figure out who that would be”. Joe suddenly felt he may have a chance.
Bob saw an opportunity to play a prank on his little brother, so he did a quick Google search, found the name of the individual who was the decision maker and called Joe back, “Okay, you need to call this guy and use my name”. Joe thanked his older brother immensely and set out to close a new deal with this enormous company with a real sense of confidence.
The gatekeeper did not stand a chance, Joe did not even need to use his brother’s name, his tone alone proved he was supposed to be calling. The decision maker answers his phone and hears a confident,
Salesman: “Hi, this is Joe Smith”.
Prospect: The reply comes, “ Read More….. “
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