Mercenary Cold Calling Tactics for the Sales Jungle

Mercenary Cold Calling Tactics for the Sales Jungle offers a system that uses 12 principles for selling effectively in any economy. Every chapter offers real life stories for sales situations that I have lived in my selling career and provides practical take a way’s for sales people to apply immediately. I have developed and used these tactics during the past 25 years to build top producing sales territories in 3 separate industries (book printing, office furniture and real estate).

With ordinary selling skills I have been able to survive and thrive during 4 separate recessions. The efficiency of these tactics allows me to work less and sell more deals than my competition. Learn the tactics that I use to get face to face meeting with 600 decision makers in my sales territory every year.

Learn how I leverage my activity to find more than 20 deals and give more than 20 deals per year to my referral partners every year. You will discover this system offers you the fastest methods for meeting decision makers. Sales opportunities exist everyday. Most people are nice. You will become braver while making sales calls.

I have uses these tactics to find opportunities daily,develop networking relationships and expand my circle of influences quickly. Here is a story of what happened to me while applying this system:

This story was written with Holly’s words:
Joe and I were out cold calling on a hot July afternoon in east
Tampa and I made the mistake of wearing a black banker’s suit.
We walked into a hardware store, where Joe asked if they might
know anyone looking for industrial property. They replied, “No.”
But before heading back to the car, Joe and I stopped on the shady
porch outside to finish a conversation. While we stood there looking
like the store greeters, a gentleman pulled up in a big Mercedes and
said hello as he walked in. Joe and I finished our conversation and
began to walk back to the car just as the gentleman came out to put
his purchases in his front seat.
Joe had a thing about asking people if they were millionaires.
He would tell them something like it was his goal to meet as many
millionaires as possible. Although we were mid-sentence on a
different topic, in the middle of a hot asphalt parking lot, with our
air-conditioned car just steps away, Joe turned to me and said,
“I’m going to ask that guy if he’s a millionaire.” I was a bit incredulous,
and not looking forward to spending another minute in the
sun, but watched as he sauntered over to the 6-foot, 275-pound
guy with his hands full and his head stuck in the passenger side
of his car. To the guy’s backside, Joe asked, “Excuse me, are you a
millionaire?”

The guy set down his purchases, popped right out and said,
“Why, yes I am!” Joe introduced himself and began to ask the guy
how he became a millionaire. The man spoke at some length about
his investment interests and his general philosophy on life.
Eventually the conversation came around to real estate and
Joe told him about what he was doing. I spent another 45 minutes
in the 106-degree heat getting to know someone I would normally
have passed right by.
Joe got a listing out of that encounter and I think it made the
whole afternoon worthwhile for him.
Holly P. Thomas
November 30, 2006

The end of the story goes like this. I stayed in touch with the
man, following up on the status of him getting his land ready to
sell. The third Thursday of December he hired and signed my
agreement that allowed me to be a transaction broker to sell his
land. This agreement meant he would pay me a 4% commission for
the transaction if I brought him a buyer’s offer for his land that
he accepted.

My wild card for this transaction was that during my
walk-in cold calling from January to December that year I had
identified 17 exact users for his land. The afternoon he signed
my agreement, I began calling this list of qualified interested
buyers. The eleventh buyer I spoke with asked me to deliver a
$1.1 million dollar offer, which was accepted and gave me my
commission for that transaction.

The moral of this story is by inviting Holly to meet me
that day forced me to show up. I can tell you this - we were
calling on junkyards in east Tampa in the middle of the Florida
summer 106 degrees heat. If Holly hadn’t been counting on my being
there I never would have shown up. I would have gone home to swim
in the pool with my daughter that hot summer day. I would
have missed the opportunity to meet a millionaire and earn a
a $44,000 commission check. Doing a little bit of the uncomfortable
activities every day can deliver huge results.