Harris DeWese

Harris DeWese

Harris DeWese is the author of “Now Get Out There and Sell Something.” He is chairman/CEO at Compass Capital Partners and an author of the annual “Compass Report,” the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.

How the 4 Types of Salespeople Find Success

These horrid conditions in the ’80s led me to think about the role of the “print salesperson” and what led to the broad lack of success for many and the soaring success of a few. It occurred to me that there are four types of salespeople.

Three Critical Elements to Selling

Ethos is your ability to cause buyers to believe you can satisfy their needs. Pathos refers to the salesperson capturing the emotions of the buyer. Logos depends on the salesperson’s ability to appeal to the buyer’s sense of reason.

Listening Lands the Sale

The aim of a sales conversation is that both people win. The customer obtains a new supplier and the salesperson gets a new customer. Those early sales conversations form the framework for all future communication. The media are destroying the art of good conversation.

I’m Done with Horrible Sales Presentations

I used to believe that you called on a prospect and provided a “presentation.” You began by telling about your employer and what the company could do. This put a huge onus on the salesperson to speak in an organized, interesting, entertaining, complete and persuasive monologue.

Sales Strategy: Success is in the Details

These blogs on planning are boring. I’m bored writing them. I’ll bet you are bored reading them. Maybe the best way to demonstrate strategy is to write a detailed action plan for one of the strategies from the previous blog.

Adding the How to Your Sales Goals

Strategy is one of those words that big-shot CEOs, consultants and MBA professors like to throw at us. They try to make the word seem to be something exotic. Strategy is only a synonym for the word “how.”

Committing to Concrete Sales Objectives

The more informed and measured a salesperson can be, they better he will perform. An ideal sales objective should read, “I am aiming to improve my sales for the year 2011 from $2.0 million to $2.4 million. In addition, I will improve my profit margin by a minimum of 15 percent for the year.”

Assessing Your Strengths and Weaknesses

Planning is difficult. It’s tedious hard work. It wears me out just thinkin‘ about it. It works best when you follow certain steps, and our next step is listing your personal sales strengths and weaknesses.

Making Sales Your Personal Mission

In this session, you will begin to develop individual sales plans for the balance of 2011. If you believe that you already have a plan in place, I hope you will come to understand that static plans are worthless.

Failure to Plan Is Plan for Failure

There is a strong correlation between advanced sales planning skills and superior sales performance. High-performance printing salespeople have developed highly personalized, but also systematic, planning habits. For the most part, these sales planning skills were developed by accident.

Size Does Matter in Buying Behavior

Companies with sales of more than $100 million tend to be procedural. They often have purchasing agents, perhaps even purchasing personnel who just specialize in graphic arts. Medium-sized companies are less rigid, so the CEO and senior management are more accessible to the aspiring prospector.

How to Get a Prospect on the Line

You should be investing a minimum of 30 percent of your time building a prospect database, updating your prospect intelligence, conceiving strategies to penetrate accounts and implementing your strategies. Spend some time listing all the reasons to call prospects.

Sales Pitches Strike Out

I know this will be hard to accept, but 71.9 percent of our industry’s salespeople do a lousy job of describing their companies in an introductory 2-3 minute monologue. Trust me, I track this kind of stuff.

Communicating with Style

What if you are an active listener, but the buyer is not? That’s where flexibility and fit come in. Flexibility and fit refer to matching or fitting your style of communication to another person’s to improve the accurate exchange of information.

Blowhard Salespeople Make Me Gag

Sometimes, saying the wrong thing or attempting to make conversation about a controversial person or simply uttering the wrong word can be a sales killer. When that happens, you have created an irreparable, irretrievable, horrible perception with a customer and you will never again get past the customer’s receptionist.

Doing the Active Listening Exercise Circuit

Back when I was selling all day every day, I discovered I had the ability to leave a sales call and have almost total recall for what was said. Customers were pleased that I listened and, consequently, I was successful.