Goal: A Sales Entrepreneur –Farquharson/Tedesco
Joe Cavey, owner of RPM Solutions Group in Baltimore, commented, "The difference between selling print today and selling print 20 years ago is that the customer expects you to understand their business." The good news is that Joe, like other Sales Entrepreneurs, does not need to know how to run his client's business.
He simply needs to know the questions to ask—questions that will allow him to determine which of RPM's diverse print solutions will help the customer achieve its goals. The business to focus on, then, is not your's, and it's not the shop down the street. It's that of your client's.
3) Think ahead in six-month intervals. To call the Sales Entrepreneur a visionary would be accurate. But, it's not necessary to see 10 years down the road. So, before you run out and buy a crystal ball, know that the future can be seen six months at a time.
Your Polaroid picture can come into focus by asking this question on an ongoing basis: "Where do I want to be in six months?" Everything is on the line here and nothing is sacred.
Question everything and quantify it: Number of new customers. Percentage of additional business from existing clients. Sales skill improvement. New knowledge of the printing industry.
Next, write it down and review it often. The Sales Entrepreneur sets these kinds of growth goals and makes frequent adjustments. The result? A work in progress. Constantly.
Not only is Entrepreneurial thinking essential, it's fun! No longer are you dreading the drive in to work and experiencing the same old, same old. Now, the excitement of change shoots you out of bed and energizes every aspect of your life.
You have a new playbook, and today's outcome is different than yesterday's. You are the quarterback, and the play-calling is in your hands. You step up to the line and do that middle-linebacker-pointy thing. You look left and then right.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.