Courageous Sales Tips —DeWese
I hope you are not disillusioned at the notion of your courageous and manly Mañana Man weeping in a dark theater or in the privacy of my office. Real men do eat quiche and they do cry.
Back to my subject. If you’ve been paying attention, it’s about courage.
Somewhere, oh around, about roughly, approximately 72 percent of America’s printing salespeople are sales cowards. Don’t get offended and huffy. You may be very brave racing your Harley on Interstate 95. You may have jumped off a bridge tied to one of those long bungee cords. Some of you may have doubled down on a $3,000 bet in a casino. So, okay, you are either courageous or drunk.
I said most printing salespeople are sales cowards. They cannot bring themselves to call a prospective account to ask for an appointment. The prospect might turn you away and you would feel awful.
These people suffer from call reluctance, which is an identified psychological disorder.
Many salespeople fear asking a customer for the order for work that has been estimated and proposed. That’s called “closing.” She could say, “I awarded the job to Intelligent Litho three days ago.” These rejected salespeople suffer a brutal blow to their psyche and, at least, temporary loss of self-esteem. For some, it’s permanent.
So why risk your mental health over a stupid printing job? It’s much safer to sit in your cubicle and hope for an e-mailed or faxed purchase order.
These salespeople are “closing” challenged.
Many of the same salespeople who are closing challenged also suffer from call reluctance. They exist on the handful of clients who had been assigned to them initially by management, thinking, “We will give him a few accounts to help him get started and at least he’ll be earning his draw.” Ten years later, these custodial salespeople are unhappy with themselves, the company and their handful of customers.