Get Lost on Memory Lane –DeWese
One-upsmanship is a weak personality trait of someone begging for approval. We've all encountered people who can't wait for someone to finish their story about having dinner with a senator, so they can relate their own story about sharing breakfast with a cabinet member. You can see the anxiety as the one-upper taps his finger or rhythmically kicks his leg to hurry the buyer along so he can tell his story. It's lame, and it contributes nothing to a salesperson's objectives to gain a customer and make a sale.
He would be so much better served if he just sat quietly and intently listening to the client and showing interest. During the past 30 years, I have made hundreds of team sales calls and conducted hundreds of sales seminars. Those occasions enabled me to meet dozens of print sales superstars, both female and male. Each of them was modest and quiet. They were great listeners and even better questioners. There was nothing phony about them. Customers love those traits is sales people.
The next big category is selling skills. This pot contains time and territory management, sales planning, questioning techniques, listening skills, closing skills, sales presentation skills and sales writing skills.
There is another category that encompasses technical knowledge, company orientation (loyalty to your employer) and industry orientation (yep, loyalty to the printing industry). Weakness in any of these three areas can be the kiss of death.
I have written hundreds of words about each of these skills. Beginning in the August issue I will revisit each of the topics in-depth, one per month.
The very thought of all that work tires me so, while you get out there and sell something, I'm going to take a long nap. Oh, I am also still getting Scavenger Hunt entrants, and it's apparent that some of you are enjoying big-time success. It's still not too late to enter.PI