Hi, I’m Michael Luckman, CEO of Achievex Corporation a licensee of the Sandler Sales Institute. When you make calls, whether it’s a brand new sales call, or a service call to a customer, the level you call on in the organization is a reflection of how you see yourself conceptually. Now what do I mean by this? If you make sure to call on the President or the CEO, even if you meet with them only briefly before they introduce you to the individual they want you to work with, you believe you belong there. At the TOP.

Amateur sales people will only go as high as their mother will let them go. Her words will ring in their ears, “No sweetheart, he’s an important person. He doesn’t want to speak with you.” So instead, the amateur will keep calling on purchasing agents and other non-decision makers time and time again, even if they get nowhere.

Professional sales people know how to get invited in to see the President/CEO, and just as important, they also understand conceptually why they belong there. Where do you wind up over and over? The President’s office or the janitors closet. Who you call on is a Conceptual thing!