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I will never forget the graphic arts salesman who excitedly told me he had landed a major, multi-million-dollar pharmaceutical account. When I asked him how he got it, he answered, "I called on them for 17 years."
The woman on the street had a second point about asking for the order. It is simply too easy and a lazy salesperson's copout to just e-mail or fax a quote to a print buyer and then hope for the best. You will get a certain percent of these orders because, luckily, you had the lowest price. Good salespeople follow up to make certain the quotation was understood and to inquire about the competition. That's the time to ask for the order directly and then shut up.
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