Every mall needs an anchor store (Target, Macy’s, Dillards) and every successful sales rep needs one big anchor account… or two… or three. But how do you land these big fish? You will leave this workshop with ideas for calling one (or more) such game-changing accounts, “my customer.”

Advanced Questions

1. Do you have any fear or feel intimidated around the subject of calling on a large account?
2. If you bumped into a senior executive at a big company and she/he asked, “Why should we buy from you?” what would you say?