IT AIN’T THE REACH,
IT’S THE TOUCH
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
How many of us have been asked by Sales Managers, “how many calls did you make today?” That would probably be all of us. What do our Managers really want to know? Perhaps, how we are spending our time. Or, are we working at all?!
Let’s look at that question and its intent in the most positive light possible. Our Managers want us to do well and succeed. They want us to take care of our Buyers, families and our company.
But, Managers might be looking at the tail and not the dog. This question deals with the number of “reaches” Sellers make every day. The important question is really “how many ‘touches’ did you make today?”
A “reach” is an attempt to get hold of someone. There are three (3) ways to do this:
· Face-to-face.
· Telephone.
· The written word.
Sales is really about the “touch” – being able to communicate with the Buyer. What good is it to make 75 telephone calls if we can’t talk to anyone? Revenue can only be generated through the results of that “touch.” Let’s start tracking our “touches,” because that’s where the money is.
What do you think?
Good Selling!
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