“I think one thing that I did differently than a lot of reps that I’ve talked to is I didn’t over-qualify who I was meeting with.” – Ryan Alvord in today’s Tip 1317
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For today’s Throwback Thursday tip I’ve got a clip from Ryan Alvord who had finished in the Top 10 at Paychex for 8 consecutive years when we did this interview together in episode 32 of the Sales Success Stories podcast. Listen to this:
Ryan Alvord: Number one for me was really the hard work that I put in early on in my career, right? So that first six months, the first six to twelve months was a key for me. What I did was I went through every single prospect in my territory, I called them all, I found out who my contacts were there, and I stayed in touch with those over the course of my career. But more importantly, I would meet with anyone and everyone that would meet. So I think one thing that I did differently than a lot of reps that I’ve talked to is I didn’t over-qualify who I was meeting with. I agreed to meet with anybody that would sit down and talk with me. And these early introductions really paid off well over time. It also gave me a lot of practice, right? So meeting with anyone and everyone, instead of being very selective about who I was going to sit down with, it gave me a lot of practice. It helped me to really get better at what my conversations look like with companies.
I also was able to get a lot of business during that time that I probably didn’t expect to get. So some companies that didn’t seem like they were really in a buying process yet, that I agreed to meet with, surprised me a lot of times and they would end up buying, and if they did, by then, a lot of them would buy later on. There are still companies today that I bring on board eight, nine years later that I had met with, met within that first year, and so they remember me and they stay in touch. And it really helped me to sell a lot more business over time. So that’s number one, I think, one of the biggest keys to my success here.
Scott Ingram: For a link to my full interview with Ryan and to connect with him on LinkedIn, just click over to DailySales.Tips/1317. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!