Three Early Lessons on Direct Sales from the Founder of Dell Technologies – Michael Dell
Like a lot of American kids in the early 1980s โ Michael started selling subscriptions to a local newspaper. While selling he discovered:
#1 Pick up your prospects’ tone: If you sounded like the people you were trying to sell a subscription to, they were much more likely to buy from you. He would talk to his prospects with a heavy Texas accent, and strike up a conversation. Results often followed.
#2 Finding your prospects: People moving into a new residence were more likely to subscribe to the paper.
#3 Segmenting your prospects: People getting married were much more likely to buy a subscriptionโout of excitement at settling down and beginning grown-up life.
Hear from Michael Dell in his own words:
๐ ๐ค๐ญ๐ฆ๐ข๐ณ๐ญ๐บ ๐ณ๐ฆ๐ฎ๐ฆ๐ฎ๐ฃ๐ฆ๐ณ ๐ต๐ฉ๐ฆ ๐ง๐ช๐ณ๐ด๐ต ๐ต๐ช๐ฎ๐ฆ ๐ ๐ฅ๐ช๐ฅ ๐ช๐ต, ๐ข๐ต ๐ต๐ฉ๐ฆ ๐๐ข๐ณ๐ณ๐ช๐ด ๐๐ฐ๐ถ๐ฏ๐ต๐บ ๐ค๐ฐ๐ถ๐ณ๐ต๐ฉ๐ฐ๐ถ๐ด๐ฆ, ๐ฅ๐ฐ๐ธ๐ฏ๐ต๐ฐ๐ธ๐ฏ ๐๐ฐ๐ถ๐ด๐ต๐ฐ๐ฏ. ๐๐ฉ๐ฆ ๐จ๐ถ๐บ ๐ฐ๐ฏ ๐ต๐ฉ๐ฆ ๐ฐ๐ต๐ฉ๐ฆ๐ณ ๐ด๐ช๐ฅ๐ฆ ๐ฐ๐ง ๐ต๐ฉ๐ฆ ๐ค๐ฐ๐ถ๐ฏ๐ต๐ฆ๐ณ ๐ญ๐ฐ๐ฐ๐ฌ๐ฆ๐ฅ ๐ข๐ต ๐ฎ๐ฆ ๐ญ๐ช๐ฌ๐ฆ, โ๐๐ฉ ๐ฎ๐บ ๐๐ฐ๐ฅ.โ ๐๐ฉ๐ฆ๐ฏ ๐ฉ๐ฆ ๐ด๐ข๐ช๐ฅ, โ๐๐ณ๐ฆ ๐บ๐ฐ๐ถ ๐ด๐ถ๐ณ๐ฆ?โ
๐๐ฉ๐ฆ๐ฏ ๐ฉ๐ฆ ๐ฅ๐ช๐ด๐ข๐ฑ๐ฑ๐ฆ๐ข๐ณ๐ฆ๐ฅ ๐ง๐ฐ๐ณ ๐ธ๐ฉ๐ข๐ต ๐ง๐ฆ๐ญ๐ต ๐ญ๐ช๐ฌ๐ฆ ๐ข๐ฏ ๐ฉ๐ฐ๐ถ๐ณ ๐ข๐ฏ๐ฅ ๐ค๐ข๐ฎ๐ฆ ๐ฃ๐ข๐ค๐ฌ ๐ค๐ข๐ณ๐ณ๐บ๐ช๐ฏ๐จ ๐ต๐ฉ๐ฆ๐ด๐ฆ ๐ฉ๐ถ๐จ๐ฆ ๐ฃ๐ฐ๐ฐ๐ฌ๐ด.
๐๐ฏ๐ฅ ๐ ๐ต๐ฉ๐ฐ๐ถ๐จ๐ฉ๐ต, ๐๐ข๐ค๐ฌ๐ฑ๐ฐ๐ต.
๐๐ฏ ๐ฐ๐ฏ๐ฆ ๐ด๐ต๐ณ๐ฐ๐ฌ๐ฆ ๐ ๐ฉ๐ข๐ฅ ๐จ๐ฐ๐ฏ๐ฆ ๐ง๐ณ๐ฐ๐ฎ ๐ต๐ฉ๐ฆ ๐ฉ๐ช๐ต-๐ฐ๐ณ-๐ฎ๐ช๐ด๐ด ๐ฐ๐ง ๐ค๐ฐ๐ญ๐ฅ ๐ค๐ข๐ญ๐ญ๐ช๐ฏ๐จ ๐ต๐ฐ ๐ฅ๐ช๐ด๐ค๐ฐ๐ท๐ฆ๐ณ๐ช๐ฏ๐จ ๐ข ๐จ๐ฐ๐ญ๐ฅ ๐ฎ๐ช๐ฏ๐ฆ ๐ฐ๐ง ๐ฑ๐ฆ๐ฐ๐ฑ๐ญ๐ฆ ๐ธ๐ฉ๐ฐ ๐ธ๐ฆ๐ณ๐ฆ ๐ธ๐ข๐บ ๐ฎ๐ฐ๐ณ๐ฆ ๐ญ๐ช๐ฌ๐ฆ๐ญ๐บ ๐ต๐ฉ๐ข๐ฏ ๐ฏ๐ฐ๐ต ๐ต๐ฐ ๐ด๐ถ๐ฃ๐ด๐ค๐ณ๐ช๐ฃ๐ฆ ๐ต๐ฐ ๐ต๐ฉ๐ฆ ๐ฑ๐ข๐ฑ๐ฆ๐ณ.
๐๐ต ๐ง๐ช๐ณ๐ด๐ต ๐ ๐ฉ๐ข๐ฅ ๐ต๐ฐ ๐ด๐ช๐ต ๐ต๐ฉ๐ฆ๐ณ๐ฆ ๐ข๐ฏ๐ฅ ๐ธ๐ณ๐ช๐ต๐ฆ ๐ฅ๐ฐ๐ธ๐ฏ ๐ฆ๐ท๐ฆ๐ณ๐บ ๐ฏ๐ข๐ฎ๐ฆ ๐ข๐ฏ๐ฅ ๐ข๐ฅ๐ฅ๐ณ๐ฆ๐ด๐ด. ๐๐ถ๐ต ๐ต๐ฉ๐ฆ๐ฏ ๐ ๐ณ๐ฆ๐ข๐ญ๐ช๐ป๐ฆ๐ฅ ๐ ๐ค๐ฐ๐ถ๐ญ๐ฅ ๐ฃ๐ณ๐ช๐ฏ๐จ ๐ช๐ฏ ๐ฎ๐บ ๐ต๐ณ๐ถ๐ด๐ต๐บ ๐๐ฑ๐ฑ๐ญ๐ฆ ๐๐ ๐ฑ๐ญ๐ถ๐จ ๐ช๐ต ๐ช๐ฏ, ๐ข๐ฏ๐ฅ ๐ต๐บ๐ฑ๐ฆ ๐ช๐ฏ ๐ข๐ญ๐ญ ๐ต๐ฉ๐ฆ ๐ช๐ฏ๐ง๐ฐ.
๐๐ฏ๐ฅ ๐ต๐ฉ๐ฆ๐ฏ ๐ช๐ต ๐ฉ๐ช๐ต ๐ฎ๐ฆ ๐ต๐ฉ๐ข๐ต ๐ต๐ฉ๐ฆ๐ณ๐ฆ ๐ธ๐ฆ๐ณ๐ฆ ๐ด๐ช๐น๐ต๐ฆ๐ฆ๐ฏ ๐ค๐ฐ๐ถ๐ฏ๐ต๐ช๐ฆ๐ด ๐ด๐ถ๐ณ๐ณ๐ฐ๐ถ๐ฏ๐ฅ๐ช๐ฏ๐จ ๐๐ฐ๐ถ๐ด๐ต๐ฐ๐ฏ, ๐ต๐ฉ๐ฆ๐บ ๐ข๐ญ๐ญ ๐ฉ๐ข๐ฅ ๐ค๐ฐ๐ถ๐ณ๐ต๐ฉ๐ฐ๐ถ๐ด๐ฆ๐ด, ๐ข๐ฏ๐ฅ ๐ฆ๐ท๐ฆ๐ณ๐บ ๐ค๐ฐ๐ถ๐ณ๐ต๐ฉ๐ฐ๐ถ๐ด๐ฆ ๐ฉ๐ข๐ฅ ๐ณ๐ฆ๐ค๐ฐ๐ณ๐ฅ๐ด ๐ฐ๐ง ๐ฎ๐ข๐ณ๐ณ๐ช๐ข๐จ๐ฆ ๐ข๐ฑ๐ฑ๐ญ๐ช๐ค๐ข๐ต๐ช๐ฐ๐ฏ๐ด. ๐๐ข๐ค๐ฌ๐ฑ๐ฐ๐ต ๐ต๐ช๐ฎ๐ฆ๐ด ๐ด๐ช๐น๐ต๐ฆ๐ฆ๐ฏ. ๐ ๐ฉ๐ข๐ฅ ๐ธ๐ฉ๐ฆ๐ฆ๐ญ๐ด, ๐ ๐ฉ๐ข๐ฅ ๐ข ๐ค๐ฐ๐ฎ๐ฑ๐ถ๐ต๐ฆ๐ณ, ๐ข๐ฏ๐ฅ ๐ ๐ฉ๐ข๐ฅ ๐ง๐ณ๐ช๐ฆ๐ฏ๐ฅ๐ด. ๐๐ฐ ๐ ๐ฉ๐ช๐ณ๐ฆ๐ฅ ๐ฎ๐บ ๐ฉ๐ช๐จ๐ฉ ๐ด๐ค๐ฉ๐ฐ๐ฐ๐ญ ๐ฃ๐ถ๐ฅ๐ฅ๐ช๐ฆ๐ด ๐ต๐ฐ ๐ต๐ณ๐ข๐ท๐ฆ๐ญ ๐ต๐ฐ ๐ข๐ญ๐ญ ๐ต๐ฉ๐ฐ๐ด๐ฆ ๐ค๐ฐ๐ถ๐ณ๐ต๐ฉ๐ฐ๐ถ๐ด๐ฆ๐ด ๐ข๐ฏ๐ฅ ๐จ๐ฆ๐ต ๐ข๐ญ๐ญ ๐ต๐ฉ๐ข๐ต, ๐ข๐ฏ๐ฅ ๐ต๐ฉ๐ฆ๐ฏ ๐ ๐ค๐ฐ๐ฏ๐ฅ๐ถ๐ค๐ต๐ฆ๐ฅ ๐ข ๐ฎ๐ข๐ด๐ด๐ช๐ท๐ฆ ๐ฅ๐ช๐ณ๐ฆ๐ค๐ต-๐ฎ๐ข๐ช๐ญ ๐ค๐ข๐ฎ๐ฑ๐ข๐ช๐จ๐ฏ, ๐ด๐ฆ๐ฏ๐ฅ๐ช๐ฏ๐จ ๐ด๐ถ๐ฃ๐ด๐ค๐ณ๐ช๐ฑ๐ต๐ช๐ฐ๐ฏ ๐ฐ๐ง๐ง๐ฆ๐ณ๐ด ๐ต๐ฐ ๐ฆ๐ท๐ฆ๐ณ๐บ ๐บ๐ฐ๐ถ๐ฏ๐จ ๐ฎ๐ข๐ณ๐ณ๐ช๐ฆ๐ฅ ๐ค๐ฐ๐ถ๐ฑ๐ญ๐ฆ ๐ฐ๐ฏ ๐ต๐ฉ๐ข๐ต ๐ฉ๐ถ๐จ๐ฆ ๐ญ๐ช๐ด๐ต.
Taken from #MichaelDells #PlayNiceButWin Link to book: https://www.amazon.in/Play-Nice-But-Win-Journey-ebook/dp/B08VWFW56N
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