Prepping for the Second Wave
Heard a sales rep make an interesting comment the other day. He said he got a call from the buyer at his largest account and the conversation went like this:
“COVID-19 took everyone by surprise and no one was prepared. If, as scientists expect, a second wave occurs this fall, we do not expect you to be surprised. We expect our deliveries to be met and for there to be no excuses.”
On the surface, this statement can seem cold and dictatorial. However, the guy is not wrong.
I took my son-in-law out golfing the other day and, on the way home, we got talking finances. If there’s one thing the coronavirus taught us in that category, it’s to have six months worth of cash on hand. I repeated that to him partially as advice and partially as a warning: You were caught off guard the first time. Don’t let it happen again.
What about you? Are you prepared for the second wave? If you are, let your customers know. If you are not, check out the definition of “insanity” and see if that doesn’t spur you to take action.
100% of Bill’s coaching clients see sales growth. Contact Bill Farquharson through his website, BillFarquharson.com or 781-934-7036.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
