Here’s How Traditional Relationship Building Lost Someone a Sale
I remember a salesperson telling me all about their caravan holidays
I could see exactly what this poor sales person was trying to do. They were trying to build a rapport with me. They were trying to start a conversation that we would get to know each other better. After all, isn’t that the key to successful selling? Creating a good relationship?
I could see the salesperson sweating
He was struggling with the relationship building. Full disclosure: I wasn’t really into finding out more about his caravan holidays. But that wasn’t the real issue.
The real reason he was struggling was that I am a very goal-focused person. I like to get down to the purpose of a meeting. I’m not a fan of small talk.
If only the salesperson realized how my mind worked
If he had realized what I was like, we could have wasted a lot less time. We could have got straight down to business. And I would have given him a much easier time!
It’s not difficult to work out how someone prefers to have a conversation, whether it is face to face, on the phone or one email. I use a simple system that makes my conversations much easier.
Learn how I read people so I don’t make mistakes like that salesperson
I reveal all in a recording of a webinar I ran teaching Effective Communication. Learn more here: https://profitableprintrelationships.com/online-training-resources/effective-communication/
PS Test out how effective your sales people are at selling print sales
Download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at https://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. It’s free and you can unsubscribe at any time.
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- Business Management - Marketing/Sales
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
