Clip: 100X Client Sales Success Story

Clip from Episode 32: Ryan Alvord – Top Sales Professional at Paychex:

There was a company. Again this was this was back in that first year. There was a company that was calling on every month. And again I was really focusing on those bigger companies within my territory. This one was probably you know at least a hundred times my average sized client. Right. So this is a very very big client and this company I called them once a month for about six months and on the sixth month calling my point of contact there the lady kind of laughed and said: What can I do so you’ll stop calling me? And I said if he’ll give me 15 minutes to come and meet with you I’ll stop calling you. And She said deal and we scheduled a meeting and I went in and we had a 15 minute meeting and I went through why my clients come on board with with our services. And she said I can’t believe I’m saying this but I’d be open to taking a look at a demonstration. So I came back and I did a demonstration for her and her team. You know I don’t know 10 or 12 people or so. And she kind of said the same thing at the end of that meeting she said. Again I can’t believe I’m saying this but let’s look at pricing so we came back and we talked about pricing and and she made a decision. Long story short she made a decision to come on board and get started and they were clients for many many years with us. And I always like that story because if I would have stopped after that fifth call I don’t get that deal. It’s that sixth call and a lot of people do a lot of you will stop after two calls or three calls. But if I would have stopped after 5 again I don’t get that deal. By making that sixth call I got the appointment I got in. And you know just to kind of give you an estimate for I mean that that commission on that deal I mean more than allowed me to pay cash for a brand new Audi that year. I mean so you know just one more call made such a difference. In addition to that I mean the client was a great reference for us. She helped me bring on you know at least probably 10 other clients just by being a reference for me so you know just making those calls. A lot of times it just seems like it’s not going to be successful but you just keep pushing through and it will pay off.

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