DeWese--A (Ma?ana) Man Who Can't Say No

What print buyers really want—They want job security. They want to be held high in their bosses' esteem. They want peace of mind and they want to have fun business relationships.

Reasons to follow up after prospecting—Charlie's salespeople are asking, "What do I do after I make the first prospecting call?" I've written and said this 1,000 times: "You should leave every first call with nine reasons to contact the prospect again. Three personal reasons, three print-related reasons and three organizational reasons."