Try Outrageous Selling! –Farquharson/Tedesco
Would you pay $18 for a ruler? Not likely. How about $18 for a lifetime of brand impressions with a good prospect? How does $18 sound now? Many of Bill’s prospects and customers have held onto these rulers for years, even decades.
In fact, Bill recently visited a long-time prospect-turned-customer and found that a decision-maker there had held onto the same ruler Bill gave him a quarter century earlier!
Bill has calculated that, over the years, these rulers have netted him hundreds of thousands of dollars in business. Bill used these rulers to kick-start healthy and ongoing selling relationships with Harvard, MIT and other big-name print clients.
What is the take-home message from these stories? Take a chance. Throw out the same old/same old sales playbook and walk on the outrageous side. It’s not like we’re asking you to sell in Afghanistan...or are we? PI
—Bill Farquharson, T.J. Tedesco
About the Authors
Bill Farquharson is the president of Aspire For (www.AspireFor.com). His Sales Challenge can help drive your sales momentum. Contact him at (781) 934-7036 or e-mail firstname.lastname@example.org. T.J. Tedesco is team leader of Grow Sales, a 15-year-old marketing and PR services company. He is author of “Playbook for Selling Success in the Graphic Arts Industry” and five other books. Contact Tedesco at (301) 294-9900 or e-mail email@example.com.
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.