Why Do We Mistreat Sales People?
Let me rephrase that title: Why do WE mistreat sales people? That is to say, those of us in the print industry who receive unsolicited sales calls have a responsibility to demonstrate the kind of treatment we wish to receive.
We spend our day calling and leaving voice mail messages. Our prospects duck, dodge and hide from us, and we curse them under our breath. But then we do the same to those who call us. It baffles me. I mean, shouldn’t we set an example?
Last week I called close to 40 printers and selling owners to get them to sign up for this month’s Sales Challenge program. Many did. But of the dozens who didn’t and for whom I left a message to return my call, only Joe Foley from Foley Graphics extended me this courtesy. He called, told me he was involved in another project, and asked that I keep in touch. Now THAT’S a professional! Thanks, Joe. You rock!
Last summer I wrote a blog on this subject and a part of it bears repeating. The following is the sign that greets sales people as they enter Victor Graphics in Baltimore. It is framed at the door. Read it and then tell me what you think of the company.
Sales People Welcomed
You will receive courteous attention here, for we are mindful that our own sales people are making calls every day, seeking interviews and business just as you are. We are glad to have you call, because it is an important part of our business to keep in touch with new developments and changes in products and services. Can you tell us something new…something we should know…or show us how your goods or services can help us do a better job?
We shall keep you waiting no longer than is necessary. While here, please feel free to avail yourself or our facilities and telephones.
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.