{"product_id":"2940012385673","title":"Mercenary Cold Calling Tactics for the Sales Jungle","description":"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).\u003cbr\u003e\u003cbr\u003e 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. \u003cbr\u003e\u003cbr\u003eLearn 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.\u003cbr\u003e\u003cbr\u003eI 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:\u003cbr\u003e\u003cbr\u003eThis story was written with Holly’s words:\u003cbr\u003eJoe and I were out cold calling on a hot July afternoon in east\u003cbr\u003eTampa and I made the mistake of wearing a black banker’s suit.\u003cbr\u003eWe walked into a hardware store, where Joe asked if they might\u003cbr\u003eknow anyone looking for industrial property. They replied, “No.”\u003cbr\u003eBut before heading back to the car, Joe and I stopped on the shady\u003cbr\u003eporch outside to finish a conversation. While we stood there looking\u003cbr\u003elike the store greeters, a gentleman pulled up in a big Mercedes and\u003cbr\u003esaid hello as he walked in. Joe and I finished our conversation and\u003cbr\u003ebegan to walk back to the car just as the gentleman came out to put\u003cbr\u003ehis purchases in his front seat.\u003cbr\u003eJoe had a thing about asking people if they were millionaires.\u003cbr\u003eHe would tell them something like it was his goal to meet as many\u003cbr\u003emillionaires as possible. Although we were mid-sentence on a\u003cbr\u003edifferent topic, in the middle of a hot asphalt parking lot, with our\u003cbr\u003eair-conditioned car just steps away, Joe turned to me and said,\u003cbr\u003e“I’m going to ask that guy if he’s a millionaire.” I was a bit incredulous,\u003cbr\u003eand not looking forward to spending another minute in the\u003cbr\u003esun, but watched as he sauntered over to the 6-foot, 275-pound\u003cbr\u003eguy with his hands full and his head stuck in the passenger side\u003cbr\u003eof his car. To the guy’s backside, Joe asked, “Excuse me, are you a\u003cbr\u003emillionaire?”\u003cbr\u003e\u003cbr\u003eThe guy set down his purchases, popped right out and said,\u003cbr\u003e“Why, yes I am!” Joe introduced himself and began to ask the guy\u003cbr\u003ehow he became a millionaire. The man spoke at some length about\u003cbr\u003ehis investment interests and his general philosophy on life.\u003cbr\u003eEventually the conversation came around to real estate and\u003cbr\u003eJoe told him about what he was doing. I spent another 45 minutes\u003cbr\u003ein the 106-degree heat getting to know someone I would normally\u003cbr\u003ehave passed right by.\u003cbr\u003eJoe got a listing out of that encounter and I think it made the\u003cbr\u003ewhole afternoon worthwhile for him.\u003cbr\u003eHolly P. Thomas\u003cbr\u003eNovember 30, 2006\u003cbr\u003e\u003cbr\u003eThe end of the story goes like this. I stayed in touch with the\u003cbr\u003eman, following up on the status of him getting his land ready to\u003cbr\u003esell. The third Thursday of December he hired and signed my\u003cbr\u003eagreement that allowed me to be a transaction broker to sell his\u003cbr\u003eland. This agreement meant he would pay me a 4% commission for\u003cbr\u003ethe transaction if I brought him a buyer’s offer for his land that\u003cbr\u003ehe accepted.\u003cbr\u003e\u003cbr\u003eMy wild card for this transaction was that during my\u003cbr\u003ewalk-in cold calling from January to December that year I had\u003cbr\u003eidentified 17 exact users for his land. The afternoon he signed\u003cbr\u003emy agreement, I began calling this list of qualified interested\u003cbr\u003ebuyers. The eleventh buyer I spoke with asked me to deliver a\u003cbr\u003e$1.1 million dollar offer, which was accepted and gave me my\u003cbr\u003ecommission for that transaction.\u003cbr\u003e\u003cbr\u003eThe moral of this story is by inviting Holly to meet me\u003cbr\u003ethat day forced me to show up. I can tell you this - we were\u003cbr\u003ecalling on junkyards in east Tampa in the middle of the Florida\u003cbr\u003esummer 106 degrees heat. If Holly hadn’t been counting on my being \u003cbr\u003ethere I never would have shown up. I would have gone home to swim\u003cbr\u003ein the pool with my daughter that hot summer day. I would\u003cbr\u003ehave missed the opportunity to meet a millionaire and earn a\u003cbr\u003ea $44,000 commission check. Doing a little bit of the uncomfortable \u003cbr\u003eactivities every day can deliver huge results.","brand":"Joe Cole","offers":[{"title":"Default Title","offer_id":47081255534832,"sku":"2940012385673","price":4.97,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940012385673_p0.jpg?v=1763568007","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940012385673","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}