Get Your Dieting and Sales Tips --DeWese
"Let me tell you about how I handled the same kind of situation before I hung up my clubs several years ago. At that infamous (to me) water hole, I always got really nervous. I'd usually pull out an old ball because I was absolutely certain it would wind up in the water. This particular day, I deposited several old balls plus several good balls in the water. Some even almost made it across. Obviously, when I was left with no more balls of any kind, I turned to my golfing buddy and asked him to let me use one of his. He was a pretty good golfer and didn't have any old balls, so he reluctantly pulled out one of his good ones.
"I promptly deposited that one in the water. Knowing full well that I would get the very next one across the water, I asked my friend for another ball. He pulled another one out of his bag and I promptly sent that one to be with the others. As I turned to him again, he already had another ball at the ready, but with a pained look on his face. I don't know why he brought this up, but he said, 'Roy. This will be three of my balls you've used. You know I buy nothing but the best balls. Do you have any idea how much those things cost?'
"To which I promptly replied, 'Tom, if you can't afford this game, you shouldn't even be out here."
I love the way Roy thinks. He believes that quality is remembered long after the price is forgotten.
I've got to go pump some iron and do 100 crunches while you guys and gals get out there and sell something!
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something, available through NAPL or PIA. He is chairman and CEO at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry M&A activity. DeWese has completed more than 100 printing company transactions and is viewed as the preeminent deal maker in the printing industry. He specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies. He can be reached via e-mail at DeWeseH@ComCapLtd.com.