Kill the Assumption Gnomes –Farquharson/Tedesco
• A prospect says to you, "We are happy with our current vendor." Quietly, you hear, "Oh well. That's that. We tried. Besides, their printer is probably doing a great job. Move along, citizen."
Here, try this instead: "Give him another reason to see you. I'll bet the current printer is simply reprinting the same thing over and over. Maybe they'd be up for a new suggestion. Offer to bring a fresh set of eyes to their needs."
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.
