DEAR SANDLER COACH Dear Sandler Coach, HBRA JOB BANK The HBRA JOB BANK is a FREE service for HBRA Members. If you would like to have a job posted, please use the Job Posting form to submit the information. The fee for Non-members is $50. Please contact the HBRA office at 203-3357008 or email us for more information, FREE Resume Posting (Open to the public) E-mail your resume in Microsoft Word or Adobe Acrobat PDF format. Subject line: JOB BANK. Do not include your resume as body copy in an e-mail. Include a short paragraph summary of your skills or what type of job you are seeking. The HBRA of Fairfield County is not an employment agency nor will the HBRA recommend or refer any person seeking employment. It is up to the Member to contact an applicant directly and make employment decisions. I’m sick of chasing prospects, I send emails, I leave messages but they never get back to me. What am I doing wrong? - Chris B, New Fairfield Hi Chris, First I feel your pain, I think everyone that sells anything can echo that frustration. Lots to unpack here but we can start with what exactly are you saying in your emails or messages? We tend to hear sales people use phrases like “I’m just checking in” or “I’m interested in learning more about your business” or even “I have a great offer I want to discuss with you” All these statements are very much on the salesperson side, as in it’s about them not the prospect. Don’t “just check in” have a real reason to reach out, maybe it’s an article you came across that reminded you of them or something you had previously discussed. For prospecting make sure you are talking about an issue in their world and how your product or service can possible help that go away as opposed to how great it is or how long your company has been around for. Bottom line in sales is generally people care about themselves, if you solve their personal pain then they will listen to you, if you are just another typical salesperson with the same story as everyone else then there is no reason to call you back. One more thing and this may not be easy to hear but not everyone is going to be a good candidate for you. Some people are just not qualified. Make sure you have more than enough prospects so that if one is not returning your calls its not as impactful. Sales is not easy but practice makes perfect and perfect.. makes.. money! Happy Selling! - John Fazio John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. Have a training question for John? Send your questions to hbra@ buildfairfieldcounty.com APRIL 2018 | HBRA of Fairfield County 25
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