How to ‘Build’ a Sales Rep –Farquharson/Tedesco
Option #1—"Customer Knowledge. Finally, we come to a very important option, and one that I highly recommend you add to your sales rep. When our R&D department studied why some printing salespeople succeed and others fail, 'customer knowledge' kept popping up as a critical component.
"We then interviewed their clients and learned that what a print sales rep knows about a com- pany—its business issues, challenges and opportunities—made for better voice mail messages, more appointments, improved customer loyalty and actually bypassed any price objections.
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.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
