How to ‘Build’ a Sales Rep –Farquharson/Tedesco
"That way, your rep will be sure to hear what the customer says, but provide a response that gives the customer a better understanding of your unique offerings instead of getting defensive or whiny.
Option #3—"Product Knowledge. This one sounds like a no-brainer, but we've found that it's in the top three of what your clients value the most. So, we sat and interviewed pressmen and finishing experts to learn what they know about the print products they produce. We then created an algorithm that takes the customer's needs and processes a series of optional solutions before coming up with the best one for that particular situation.
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.
