Frank’s Corner – Sales Tips From Maintenance Engineering Veterans

Recently a rep asked Director Jim Frankson for Michael Camerato’s secret to writing so much volume. Jim’s reply was short and to the point, ‘He makes a lot of calls.” I can relate to this as the same method works for me. Since most of the phone calls I make are to what I call “5×5″ accounts, those who have already been called 5 times, or have not purchased for 5 years or both. It requires a lot of calls to make a sale bus as Michael has said It’s amazing where all the orders come from. I would often get a nice sales from an account I considered a very poor prospect.” Michael and I both agree with Top Producer, Jim Wielebski, who said it best, “Good things happen when you’re making calls.”

Frank Grendler

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