Kill the Assumption Gnomes –Farquharson/Tedesco
You pay the bill and walk towards your car with a whole new set of thoughts in your head: "My prospects want to hear from me. They are waiting for new ideas. I can beat the price objection by avoiding it entirely. That requires selling solutions, not printing. Moreover, my competition is vulnerable. They are making assumptions of their own, including the 'My customers love me' assumption, and I need to exploit that. I sell a valued product in a consultative manner.
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.
