How to ‘Build’ a Sales Rep –Farquharson/Tedesco

Greetings from the 
future. Printing Impressions has asked us here at Robosales Inc. to submit a report on our newest Cyborg offering: The Perfect Sales Rep. That’s right; you can now custom-build your own salesperson from the wing tips up or the makeup down, choosing the size, gender and personality that best suits your needs.

We’ve been perfecting this process during the last few years. And, now that our beta tests have come back overwhelming positive, we’re ready to announce the newest additions and options. Imagine, for the first time, you have the ability to customize just the components you are looking for in a sales rep. No more Help Wanted ads. No more Recruiters. Now, you pick from a list of descriptors and options.

Let’s listen in to Customer Service and hear an order being placed: “Okay, then, I want to go over your request one more time. We have the age and physical characteristics confirmed. There’s just one more thing.

“This year’s models can come preloaded with up to five of the most important sales skills that every printing sales rep needs. We’ve ranked them in order of importance. Would you like to hear them?

Option #5—”Motivation. We have two settings to offer. The first is motivated by Reward. That is, the rep responds positively to the mention of commission checks and sales contests. Number of calls increase and they tend to push a little harder to close a sale, especially as the time period specified ends.

“The other setting is Fear. Here, we upload a program that tells the rep he/she has a mortgage and a family, and that if sales are not made, bad things will happen. This generally gets sales activity going!

“Um, I must warn you, however, that if you choose this option, know that once this rep becomes successful, he/she ignores this program and complacency sets in. In this case, you will need to have your unit serviced so that a different motivator can be introduced, such as a second home or a sports car. But, hey, you could have worse problems, am I right?

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
T.J. Tedesco is a sales growth, business strategy, marketing and PR consultant operating at the intersection of clear vision, compelling content and effective outreach practices. For nearly two decades, T.J. has been an independent consultant and sales growth team leader. Previously, he sold commercial printing, graphic arts machinery and supplies, and finishing and bindery services. T.J. helps North American companies with content development, Web and print design leadership, nurture marketing programs, sales coaching, sales team alignment and business strategy. Since 1996, T.J. has worked with more than 100 clients on retainer, 80 percent in the graphic arts industry. T.J. is author of "Win Top-of-Mind Positioning," "Playbook for Selling Success in the Graphic Arts Industry," "Fire! How Marketing Got Hot," "Direct Mail Pal" and four more books published by PIA. He can be reached at (301) 404-2244 or
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