Three Points on the Agenda --DeWese
The final personality is the Collaborator. They focus on integrating the interests of each party by speaking for their own interests, while still respecting the interests of the other party. Collaborators are masters at asking questions, remaining calm and determining the underlying interests of the other parties. And, isn't that what great salespeople always do?
Taking the Lead
Now, for the early leaders in my Great American Print Sales Prospecting Contest:
Winnebago Color Press, of Menasha, WI, is near the top with 36 points. Al Clark, Winnebago's sales manager, writes, "Our team continues to be very excited about its progress." Benny Bowman, at Worth Higgins & Associates in Richmond, VA, has reported 42 points thus far. In addition, Chip Stein, of Sandy Alexander in Clifton, NJ, reports 27 points. Brandy Tyson-Flyn at United Lithographers in Spokane, WA, has 30 points so far, including a resurrected account that has placed seven orders. Others, like Custom Printing in North Little Rock, AR, and Executive Printing in Marietta, GA, are also in the running.
There is plenty of contest time remaining, so get cracking and build your companies with a solid prospecting effort.
It's time to adjourn this session. All together now, "Get out there and sell something!"
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something!, published by Nonpareil Books. He is a principal 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 specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies.