Don Alm
January 12, 2007, 08:43 PM
From Don Alm...out on the "Battlefield"....making Sales Calls on Pizza Delivery stores;
My first call today was at 1:30 in the afternoon. (Oregon had Frozen Highways today with "20 degree" temps. Didn't want to take a chance on sliding into something with Black Ice")
I wanted to catch this "Independent" and give him the "first-right-of-refusal".
I happened to catch him in....whipped out my Samples...whipped out my handy-dandy "Pitch Book"....showed him WHERE these were going...showed him my "3-Options" in my "Which-Pitch" (Offering "Something and Something" rather than "Something and Nothing")
And he bought the BIG ONE. This time to the tune of $5,000 from ONE Pizza Outfit!
When offering;....... "I can put an Ad for YOUR Pizzas in 250 Rooms".....
.....as the "Main Benefit"...to an "Independent Pizza Guy"....
....I "Show different price Options"....(in line with the way I've sold stuff for MANY years).....a "90 Day, 6 Month and 12 Month" Option".
The "12 Month Option" does not happen often BUT...when it does...it'sa "Nicea"!
"250 rooms for $20 a Room for a Year"....and he took it!
ONE Call and "Wham-Bam-Thank-Ya-Maam".....DA Smiles All Da Way To Da Bank!
Don Alm...."Sales Guy"
My first call today was at 1:30 in the afternoon. (Oregon had Frozen Highways today with "20 degree" temps. Didn't want to take a chance on sliding into something with Black Ice")
I wanted to catch this "Independent" and give him the "first-right-of-refusal".
I happened to catch him in....whipped out my Samples...whipped out my handy-dandy "Pitch Book"....showed him WHERE these were going...showed him my "3-Options" in my "Which-Pitch" (Offering "Something and Something" rather than "Something and Nothing")
And he bought the BIG ONE. This time to the tune of $5,000 from ONE Pizza Outfit!
When offering;....... "I can put an Ad for YOUR Pizzas in 250 Rooms".....
.....as the "Main Benefit"...to an "Independent Pizza Guy"....
....I "Show different price Options"....(in line with the way I've sold stuff for MANY years).....a "90 Day, 6 Month and 12 Month" Option".
The "12 Month Option" does not happen often BUT...when it does...it'sa "Nicea"!
"250 rooms for $20 a Room for a Year"....and he took it!
ONE Call and "Wham-Bam-Thank-Ya-Maam".....DA Smiles All Da Way To Da Bank!
Don Alm...."Sales Guy"
