Kill the Assumption Gnomes –Farquharson/Tedesco
Fact: 90 percent of the time, print salespeople leave only one message and never call again. Making this positive assumption and calling a second time will differentiate you from nine out of 10 of your competitors <> just like that.
• You deliver an order and the customer says to you, "T.J., I don't know what we'd do without you. You are a valued vendor. Thanks!" As you are pulling away from the client's office, your Assumption Gnome says, "Man! Those people LOVE you! You're the best there is. You're the king of the world. Expect to see a statue in the lobby within a week."
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.
