[maxryde]

Hey lordstanley13, I've been selling fleets for a long time. (So since 1983.... way to long, FACE to FACE) IS how it is done. Remember, you don't need them per say, they need you.
All of the accounts that I service reap a handsom reward as a result. Like 60% of what they were spending. If you keep that in mind while your face to face, your selling skill put aside (just deal with the facts) and relax and just tell them what you can do, maybe offer to do it on "just a trial" basis, it will alleviate the sales jitters for you enough to get going.

If you do a good job, (repairs done correctly) and show up on time, (this should be prearranged) then stand behind your work, (if you get a complaint attend to it immediately) wether right or wrong you can't go loose.

For most people getting past the cold call jitters takes time and effort. What I have learned is that the service I provide as a good tech,
#1. Saves them $
#2 Saves them time.
#3Saves them worry (when it comes to fleets especially), they let me cruise the fleets enough to take 1 monkey off their back!! Fleet Mgr loves that!
#4 End of the year the $ spent has come down!! (Boss/accountant ceo etc likeing that)

So, It's a no loose situation for them. That was a period. If the prospect dosn't bite, move on directly, keeping in mind that they are still a prospect. I am a small business, my needs are not that great. I could replace what I am doing in another local in months, useing what I have told you here.

Four 0r five good commercial accounts will feed a family if worked correctly,
I'm referring to large commercial carriers etc.... You just have to find the correct person to address. Then it's your belief it the product that makes the sale. Period.(again) Sell 1 and the rest fall like dominoes, you have to follow thru for long enough to let your customer to become an advocate/reference.
Then when you are approaching the next you use them as a reference and viola your in. Those folks knew each other before! They network too.

Bottom line it is not that hard! Just do us all a favor and take the time to do GOOD work, for the benifit of the industry!!!!

JMO, Scott