Before you shift your attention from your existing client base to the development of new accounts, it is important to shore up relationships. The last thing you want is for a customer to think, "I am being taken for granted" and accept one of the many appointment requests they receive each day. So, in this week’s Short Attention Span Webinar, Bill and Kelly will give you five "must" discussion points that you’ll need to cover to give yourself some relative peace of mind.
Oh no! You’ve messed up a job. The customer is ripping mad and you are...in a great position to solidify your relationship and come out better because of the problem than if it had never happened. Wait, what? What are Bill and Kelly talking about? Find out in this week’s Short Attention Span Webinar.
If you are working somewhere where your ideas are being ignored or where your creativity is being stifled, fight back. Demand that you be heard and that your ideas be taken seriously. Otherwise, start looking for a new place to hang your hat.
In this week’s Short Attention Span Webinar, Bill and Kelly ingest some truth serum and can’t hold back when asked the question, "What would you say to a Buyer if you could?" Find out what is on their minds in this week’s video.
"Why am I not selling more?" Those five words haunt salespeople at night. We think we are doing it right but we don’t have the results to prove it and, in the meantime, we wonder why? Why? Why? In this week’s Short Attention Span Webinar, Bill and Kelly give you some answers.
What do you say in a voice mail when you can’t think of anything to say? That is the subject of this week’s Short Attention Span Webinar with Bill and Kelly. In the coming weeks, they’ll be going live with their Short Attention Span Webinar presentations, so take the chance to look back at another "Best of" video.
Often times, the best ideas are the simplest ideas. Simply put: This week’s Short Attention Span Webinar features three ways to grow your sales.
Every print sales rep focuses on the same thing when it comes to grabbing new business: Price. But what if there was an approach that is 20 times more effective and 20 times more interesting and 20 times more likely to turn into a profitable sale? Well, there is and it’s the subject of this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
Yikes! I’m coming to the end of all the great questions that I got earlier this year when I asked for help with my super secret project. And this week's is a DOOZY. Here it goes...
Customer loyalty is not what it used to be and for a good reason (sometimes). Take a customer or even just one order for granted and you are setting yourself up to lose an account. In this second of two parts, Bill and Kelly talk to you about why your clients are finding new homes. Watch this week’s Short Attention Span Webinar.
You think it’s price, don’t you? You think the reason why that client walked out on you was that they went out bidding and you lost after years of patronage to your company. How could they, right? Well, in this week’s Short Attention Span Webinar, Bill and Kelly give you three of the top six reasons why we lose customers (and NONE of them are because of price!!!)
This week, I am sharing a few things that you can try to on-board the new reps and get them comfortable with all that you now have to offer.
Often times, the only contact a prospect has with a print sales rep is through voice mail. As such, it is critical that voice mail is seen as an audition, not an obstacle. So, make the most of this opportunity to dazzle, make an impression, and gain an appointment, starting with this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
This week, I’m returning to the Hey Kelly format and getting back to answering all the great questions and problems that you all wrote to me back in February. Was that really two months ago? My head is spinning!
We are close to launching the new Short Attention Span Sales TV format, now that Kelly is officially a CT resident. But until then, here’s another "Best of Bill and Kelly," this time on the subject of Voice Mail. Enjoy!
As many of you know, I moved with my family from the friendly, beloved Midwest to the exciting, beautiful, close-to-the-ocean East. And I’m not gonna lie: it’s been harder than I thought it was going to be. That got me thinking about thinking on the bright side. Because new is exciting. New is shiny, challenging, and can help you see what you’re made of.
Congratulations! You nailed down a coveted appointment. In addition to going back to your research (as outlined in previous SASW’s), you also have to decide what goodies and tools and supplies to bring in order to help with the sales call. What should make the cut? That’s the subject of this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
Selling against uncertainty and understanding the dynamics you are facing is discussed in this week’s Short Attention Span Webinar with Bill Farquharson and Kelly Mallozzi.