Whether you sell torches or commercial printing services, resist the temptation to lower prices to get your “foot in the door.” Instead, move your customers’ focus away from price. Show your intelligent problem solving and commitment to helping them out by offering alternative solutions.
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View from Mount Olympus
By TJ Tedesco
About TJ
T.J. is team leader of Grow Sales, Inc., a marketing and social media services company operating at the intersection of compelling content, clear vision and quality communication practices. In this blog, fire is a metaphor for print. Hang on, this ride will be weird...Prometheus crept into Mt. Olympus, stole fire, returned to the lowlands, ran from house to house distributing it, got caught, was chained to a rock, lost his liver to a huge ugly bird and was rescued by Hercules. Leveraging his fame, Prometheus started Fire Enterprises Inc. (FEI). Since fire was the hottest technology of the time, company success came fast and furious. Two generations later, fire isn't such an easy sale. Now led by Prometheus' grandson Org, FEI's growth is non-existent, competitors are pounding and prices are in the toilet.
Overcoming Price Objections (Part I)
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Ask Questions, Get Results - The Art of Listening, Part II
There’s a direct correlation between print salespeople’s ability to ask the right questions and making a lot of sales. Active listening and intelligent questioning form a knockout one-two punch that will lead to sales success.
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Moving Up the Five Levels of Listening Boosts Sales Success
Salespeople who don’t know how to listen, or don’t bother to listen, don’t make much money. The best way to listen better is to understand the five levels of listening and work at improving your skills.
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First Rule of Sales: Always Ask for the Order
No matter how good a listener you are, no matter how well you ask questions and how persistently you pursue the sale, if you don’t ask for the order, you probably won’t get it. “Great conversations” don’t sell anything by themselves. If prospects have even the slightest reservation about trying out your printing company, they won’t volunteer business, no matter how strong the personal chemistry is between them and you.
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Turn Voice-Mail Messages into Sales Opportunities – Part II
Use brevity in voice-mail messages to stand out. Keep them to less than 20 seconds and communicate a single point—any longer, and you risk losing the recipient's interest. Drafting and rehearsing a concise, pre-planned message can prepare you for either having a strong conversation or leaving an effective voice-mail message.
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