The Dr. Phil Question

I was working with a rep today as she was trying to sell an upcoming special section. We were making the rounds of her territory and dropping off a collateral brochure for the product. Her plan was to "contact" all of her advertisers and prospect in this manner in hopes they would call her with an order. If she didn't get a response she might followup with a "Did you read the literature?" call. I asked her the question Dr. Phil made famous on his TV show--"How's that working for you?" I asked her how much business she had sold using this technique. She sheepishly admitted that she had sold virtually nothing this way. Reps often do something out of habit or because it is painless. This is the classic definition of insanity but the path of least resistance can be very tempting. Asking the Dr. Phil question can make reps realize that this isn't the way to get the job done.

Make A Defence!

Thanks Jim Busch