Is Your Salesperson Selling What You Want?
Do you find yourself printing jobs you never wanted?
I hear many, many stories from printing companies about how sales people are bringing in the wrong type of work. I am told that people are trying to bring in work at any cost, rather than thinking about what is right for the company.
Here are three questions if you are faced with this issue.
What type of work do you want?
It’s very easy to realize that a job isn’t right for your company. It is a lot harder to work out the right sort of job. But if you haven’t decided what work you want, it is very hard for the sales person to bring in the right work.
What have you told your sales person?
Have you briefed your sales person on the type of work you want? Do they have a clear understanding of the work that they are tasked with winning for you? Many sales people seem to be expected to magically understand what type of work a company wants without actually being told!
Are you giving your sales person feedback?
Not all jobs work out as hoped. But are you telling your sales person what has worked and what hasn’t? It is important that they receive ongoing feedback and briefing.
Having the right communication with your sales person is vital
The more you talk to them, the more likely they are to bring in the right type of work.
How do you decide what sort of customer to target?
How To Stop Print Buyers Choosing On Price details a simple three-step system to choosing the right type of prospect and building a powerful sales message that wins business. The premium version includes all the templates and documents that I use when I create sales message for my clients. Find out more: https://profitableprintrelationships.com/online-training-resources/how-to-stop-print-buyers-choosing-on-price/
P.S. Test out how effective your team are at 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."
