Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

Chapter 4

Sales Mistake #3

Being Self-Focused

Imagine that you’re in charge of arranging for consultants to come and speak to members of your professional association. You work hard to provide professional programming for your association members. Your responsibility is to find the best people to come in and share best practices. Because of your role, you receive calls and e-mails from various experts who want to speak to your organization.

One day, you get the following e-mail from someone you don’t really know. On one occasion, you were briefly introduced to the person, but you’ve never really had a conversation with him. (I only changed the sender’s name and the initials of the association, so you’re seeing the e-mail as I saw it.)

Here’s the e-mail:

Peri, reason for my call, was talking to Larry yesterday, happended to say I was wanting to speak to an audience who get together in a nice location where I can present my mixed success/motivational/business presentation. . .pdf file enclosed along with my speaker one sheet for review.it is customized as well depending on the group and can be more sales/service growing your business focus as well as motivational. . . . .reason I have to do this and in Toronto and asap is (below). . . Larry thought I should touch base about the ABC group.

I need a place where I can invite some important prospectives clients and maybe one speaker bureau to come and hear me speak live. . .no more than 5 people in total, possibly less. . . . .I do ...