3 Myths that Stop People from Winning New Business
Coronavirus means you can’t rely on your current customers anymore
In my last column I shared that, for most of us, if we want to get anywhere near the trading levels that we have been used to, we are going to have to win new business. That means selling to new prospects.
But many people don’t feel comfortable about selling. Often, it’s because they are held back by the three myths of selling. So let’s debunk these myths.
Myth 1: You have to have be confident and have the gift of the gab
Honestly, people like this can often be really annoying! Most people prefer to talk to someone who is happy to listen rather than going on endlessly about themselves and their company.
Myth 2: You have to have a lot of training to be a successful sales person
I run training courses, so I’d love this to be true! In reality, if you know what to say you have a good chance of winning business.
Myth 3: Selling print is all about selling service and quality
If you talk about service and quality, you end up sounding like every other printing company. Service and quality are vital when it comes to keeping customers, but don’t help to win customers. You need to be able to say the right things that attract potential new customers.
Most people are quite happy selling when they know what to say
When I mentor people, they go from being afraid to pick up the phone to having a confident conversation. There’s no psychology: I just tell them what to say. When they know what to say they have the confidence to have a conversation or write a sales letter or email.
P.S. Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my new book “Done For You Sales Scripts” with a full selection of templates so that you are confident in knowing exactly what to say to prospects and customers in all sorts of situations. Here’s the link.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."