Lesser Known Sales Obstacles –Farquharson/Tedesco
Finding fresh prospects and hot markets—"If only I knew whom to call on, I could get in the door." In boom times, prospecting was easy: You reached across the desk and placed two fingers on the prospect's wrist. If you feel a lub-dub, they are a viable prospect. These are not boom times (you heard it here first). Now, finding the pearl in the oyster requires you to kiss a lot more frogs.
The new rules of prospecting are as difficult to comprehend as that last sentence. But, even in a down economy, there are industries and companies that are thriving. Finding them requires investigation and a keen eye. Perhaps the Wall Street Journal is profiling a successful company. Maybe Monster.com lists an inordinate number of job openings in a particular industry. The signs might not be as obvious, but they're there.
The hardest challenge in sales is always the one that you are currently facing. That might be voicemail or a long-term customer who suddenly insists on quoting everything. Sales is hard. But, as Tom Hanks said in the movie "A League of Their Own," "It's supposed to be hard. If it wasn't hard, everyone would do it. The hard is what makes it great." PI
—Bill Farquharson, T.J. Tedesco
About the Authors
T.J. Tedesco is team leader of Grow Sales, a marketing and PR services company that has served graphic arts companies since 1996. He wrote "Direct Mail Pal 2012" and seven other books. Contact Tedesco at (301) 294-9900 or e-mail firstname.lastname@example.org. Bill Farquharson is the president of Aspire For. Through his Sales Challenge and Tuesday eWorkshop training programs, Farquharson can help you drive your sales. Visit his Website at www.aspirefor.com or call him at (781) 934-7036.
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.