M u l l i g a n!!
“Boring buyers is a crime, even when your information is useful. Plan meetings to keep buyers engaged and entertained.” Imagine this. Bob, one of the biggest print buyers in town, meets with a salesperson named Ralph for the first time. They sit in a glass-walled conference room and chat. The meeting ends. Bob walks Ralph […]
Stylin’ & Profilin’
Follow your customers. Follow your prospects. Watch to see what they post and what is new with them. True story. One of my daily habits is to look at updates from my connections on LinkedIn. Not too long ago, I saw an announcement from a designer letting her network know she had taken a new […]
The Tao of You
“You may not be in charge of how your company is branded, but you are 100 percent in charge of your personal brand. ” “What printer are you going to use to produce the new corporate brochure?” Sheila asked. “I’m trying to decide that now,” Robert answered. Sheila was in charge of digital marketing at […]
Hit Reset
“Getting a first meeting is a complex process and involves many distinct skills, including building rapport, overcoming objections and persuading people to agree to meet.” Step back in time. It’s 1997 at BigPrint, and this company is rockin’. Sales and profits keep rising. The customer base is growing and many buyers have the title, “Print […]
Chosen
You’re sitting inside your company at your desk. Outside, the marketplace is humming. Clients discuss new projects. Designers put the finishing touches on artwork. Marketing teams meet with their agency to start fresh campaigns. Prospects complain to co-workers about problems with their current vendors. All of these activities will create new opportunities for revenue, and […]
The Ask
Customers seldom object to questions from sales professionals. They do object to premature solutions from salespeople who jump from information gathering to selling too quickly. Sometimes in a sales call, you ask a question, and then the minute it leaves your mouth, you wish you could take it back. The buyer leans away from you […]
Scaling new heights
Every sales professional knows it is challenging to find new clients. That’s why we want to keep our current customers and build strong relationships with them. Relationship building begins when you sell the first job and officially become a vendor. By working hard, performing well and showing customers you value their business, you can rise up […]
Storm Warning
What is the No. 1 reason why salespeople fail to follow-up with prospects and customers, even though they swore they would do it today? The answer can be found in three words: Life is unpredictable. Stuff happens. Good stuff and bad stuff. A new opportunity pops up, and suddenly that’s all you care about. A […]
