Tip today is from Paul DiVincenzo. He’s also the guest in Episode 40 of the Sales Success Stories podcast.
Which business book do you think would be the best door opener for your prospects?
Join the conversation below and find out more about Paul.
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a quick tip from Paul DiVincenzo. Paul was a Senior Sales Executive in the global accounts and strategic market space at Cintas where he was their number one seller for of the last five years. This tip is just a short excerpt from a much longer interview in episode 40 of the Sales Success Stories podcast. Here’s Paul:
Paul DiVincenzo: And you can use business books to do this. So, I’ll give you an example. Let’s say you want to get into a company and you’re a seller and you don’t know how you’re going to get in. You can do a couple of things, right? You can go on LinkedIn, kind of figure out the organization structure, find out who you think your decision maker is. But one of the things I think people don’t do, if they’re covering a local territory, they can do this physically or if they’re covering a wider territory, they can do it virtually. But in today’s market, I think it works really well and you can get a business book and you just write inside the jacket of the business book, something like, “I hope this makes a great addition to your business library. I would love to chat with you about what we can do for your business at some point in the future”, and you write your name and your phone number and really making a connection with somebody, a business to business especially, you know, those things stand out and so you send that out or you have it dropped off to that executive and then you just make a phone call and ask the chat and it may not be the right time for your product or service, or it may be and it just wasn’t on their radar yet.
Scott Ingram: My question for you today is, which business book do you think would be the best door opener for your prospects? You can join the conversation at DailySales.Tips/22 on that page, you’ll also find links to Paul’s LinkedIn profile as well as a link to our full hour and 40-minute long interview. Then come back tomorrow for a tip from Matt Heinz.