Lesser Known Sales Obstacles –Farquharson/Tedesco
But remember: If you give something, you should try to get something in return. Ponder that last sentence before the meeting.
Selling when you don't need the business—One of the best motivators is fear. When a sales rep first starts out, he or she is driven by daily thoughts of failure. Oddly, that's not a bad thing. It's amazing how motivated you are just after the American Express bill arrives in the mail. You are a prospecting ninja, a machine and the picture of diligence.
But what about a few years down the road when sales are up and business is good? What's your motivator then? You might be reading now and thinking, "I'd love to have that problem!" But, be careful what you wish for. Imagine what it would be like if you lost your sales drive.
What if your mojo was a no go and your day consisted of monotony and playing iPhone monopoly? Anyone can find motivation in poverty, but not everyone has the self-discipline to maintain good prospecting habits when things are going well.
A common lie we tell ourselves is that we don't have time because we're too busy handling existing accounts, and that's important too, right? Yes, it is. For this reason, "selling when you don't need the business" is our number two lesser-known sales challenge.
Landing the Big Fish—There are two ways to grow your print sales. First, you can sell a lot of orders. Second, you can land the Big Fish. Those are the ones that place orders that equal 10 or 20 smaller ones. It doesn't take a pair of Printing Impressions columnists to tell you that. The challenge comes in reeling them in.
Do you remember being a rookie salesperson and watching the heavy hitters in the office? They swam in the deep end of the pool and did business with Fortune 500 companies. In your head, you imagined and envied the superior selling skills it took to not only land one of those accounts, but to simply get an appointment. Naturally, none of them openly share their "secret" and told you how they got the business in the first place. There's a good reason for that: it's not a secret and it likely didn't take superior selling skills.
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.