DeWese--No News Is Good News

Well, if you had been reading this column every month like you are supposed to, you wouldn't be asking stupid questions. Whoever asked that question should stick around. If you have no trouble getting appointments, then you can take the rest of the column off.

Many print salespeople ignore the basics, get panicky because they've got no work in the plant, yield to the boss' demands to prospect and then begin calling a cold prospect list. This leads to rejection, frustration and the likelihood you will go home and kick the dog. Paying your dues and paying attention to some basics can make the appointment-getting process a lot easier.