The Lonely Sales Rep

Watch this week's Short Attention Span Sales Tip here.

Good morning!

Let me start this fourth (in a series of five) August sales tip with a slap across your face: No one cares about your products. Print? Signage? Packaging? Promo? Branded Apparel? Labels? Do you really think anyone is losing sleep over your need to sell more?

No? Then why talk about print, signage, promo, etc. in your sales pitch? Talk about what they care about: Their needs. Their challenges…and how you can help.

How do you know what these needs and challenges might be? The answer to that is part experience, part common sense, and a huge dollop of research.

What kind of research? It’s garnering information from their website. It’s looking at industry trends. It’s learning about marketing mistakes companies in that field make. This is an acquired skill and one I strongly encourage you to acquire, unless you wish to continue quoting and losing, quoting and losing, quoting and losing.

A website is a window to the sole of the company. It will tell you what is important to them. It will give you a hint into their view on marketing. It will even predict how you will be treated as a vendor.

Learn what is important to your clients. This becomes the center of your sales pitch. Or you can keep talking about print, signage, promo, etc., and continue the lonely existence of a price-based sales rep.

Bill Farquharson can be reached at 781-934-7036 or SalesVault.pro

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