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Common Questions and Answers
I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they’ve seen my website or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or if they only work for commodity products with short sales cycles.
Stop! That’s what I usually say as I hear their objections. Stop jumping to conclusions without considering the possibilities first.
The fact of the matter is that the self-marketing systems I teach work even better for complex sales than for simple sales! The reason why is quite simple: Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are probably fine for commodity products, but that complex sales will require cold calling! Like I said, they have it backwards.
There are a number of reasons why this is so. Rather than elaborate on theory,
As you can see, there is a lot more to self-marketing than the myth that it is nothing more than sending out mailers and hoping someone will call. The very basic steps I’ve described here will do wonders for your sales- you will amass a huge list of prospects who hear from you on a regular basis, automatically, but even better, they will look up to you as the undisputed expert in your field, and won’t even bother talking to your competition!
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