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Education

the same thing. Determining common needs of owners referrals from members of your network or networking
in a business type narrows the sales cycle, as you gain group (BNI and similar groups). Utilizing social media
expertise in your field. (Facebook, LinkedIn, Twitter, and other platforms) also
can bring prospects your way.
Many salespeople are cold callers. They pull up in an area
and hit every business on the street or complex. With the When evaluating salespeople (recruiters are salespeople,
pandemic, cold calling is undergoing a metamorphosis. too, as they sell their company) during this pandemic and
Walking door-to-door may no longer be tolerated and after, consider people who are both active in pursuing a
may not come back to previous levels once we are past the vertical and who have a network of people or are capable
COVID-19 crisis. But there are smarter ways to reach out of building one.
to people.
Sales is a numbers game. Using a variety of approaches
Bait will bring a much higher number of prospects into focus.

Bait and tree stands are sometimes listed together, but I The biggest similarity I see between hunting and sales is
do not think they should be. Many states have laws that passion. Ask a hunter about his best hunt, and he'll regale
prohibit baiting an area while hunting. In sales, bait, or you for hours with every detail.
incentives, can be game changing in certain circumstances
(including a pandemic). To illustrate, one processor waived Although some salespeople are only in this profession
setup and monthly fees for an online ordering system for for the income, many find excitement in the details
restaurants from March through December 2020, a benefit whether they enjoy helping customers or celebrating
bound to appeal to some prospects. wins. In today's COVID-19 environment, there are fewer
opportunities and more competition. Whether selling or
Tree stand interviewing, bring passion for finding new ways to hunt,
and make the most of every opportunity.
Some people use a stand when hunting. It is an elevated
platform, sometimes built into a tree, where hunters
patiently wait for deer (or other game) to come to them. In Bill Pirtle authored Credit Card Processing for Sales Agents in 2012
sales, the tree stand can be seen as an environment around and is working on a second edition. He is currently employed by SpotOn
your prospects (associations, chambers of commerce) or as Transact LLC as a recruiter. He can be reached at billpirtle@gmail.com.