Making an ASS of Yourself (and ME)
You know that I love to quote clichés here, right? There’s that one about assumptions that we in print sales coaching talk about a LOT. Regarding assumption...you are making them, and they are KILLING you professionally and your sales.
When you make an assumption [assume], you make an ASS out of U and ME. Get it?
The reason that assumptions are killing your sales is that you are altering your sales behaviors to fit your assumptions. And, that is really a disaster, but we’ll get into that later.
So what ARE these assumptions, you ask? Oh, there are so many...but here are just a few of the worst ones.
1. Your clients and prospects are too busy to see you/hear from you. Yes, everyone is busy. It’s true. But your clients and prospects are NOT too busy to hear from you, if—and it’s a BIG IF—you have something new and creative to say to them.
If you are just calling to get on a bid list or see if there are any new projects to quote on, then, yes, you are just wasting everyone’s time. But, if you are calling with some insightful new ideas for how they can gain more market share through some great new print technologies, well, then, that’s a whole different conversation, isn’t it? Yes, it is.
2. No one wants to hear from you on a Monday morning or Friday afternoon. Please, I BEG YOU, if you are operating under this ridiculous assumption—STOP IT! There is no such thing as a “rude” time to call or visit.
I have had some of my most successful calls on Friday afternoons; people are in a good mood and ready for their weekends to get started. And, maybe no one else is calling on Monday mornings. So go for it.
Now working as a consultant, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include client recovery, retention and acquisition, and marketing communications projects.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league.