How to ‘Build’ a Sales Rep –Farquharson/Tedesco
Option #4—"Listening Skills. Our studies have found that those people with whom our reps come in contact—those who procure print—have a strong desire to be heard. They abhor interruptions and know-it-all salespeople who blather on and on.
"As such, we offer an option whereby your sales rep exhibits outstanding listening skills. Our new models repeat back what is said, ask for clarification and make certain that they fully understand objections. Oh, and speaking of objections, we've defined that word as 'A request for more information' in the rep's glossary.
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.
