Farquharson/Tedesco on Business Development: Stamping Out Sales Whining
But what if the car rep (or the print rep) did some problem-solving, found out a little bit about the buyer's needs and then solved the problem with the perfect vehicle (print) solution? How important would price be then? And how likely would you (they) still be shopping around for a lower one?
Solve your own problems, salespeople, by improving internal communications with the plant and passing along kudos when an order goes smoothly. Manage your time better and make prospecting and new business activities a priority. Don't wait for the customer to call you with an order; call them with an idea. These problems are yours to solve. So solve them!
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.
