Farquharson/Tedesco on Business Development: Stamping Out Sales Whining
What it comes down to is a return to the fundamentals and sticking with what works. Stop the whining and get to the tasks at hand.
What Is YOUR Job?
What is your job description? "I sell" is too broad. "I service" doesn't quite cover it. The job of a salesperson is to create a powerful brand (think "I sell ideas") and work towards supporting that brand by solving problems and earning orders (ask qualifying questions), challenging old assumptions and never taking a reorder for granted. Take that job description and apply it with perseverance and consistency and you have a solid sales approach. You will be the kind of rep that avoids pricing challenges and sells at profitable levels.
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.
