Courageous Sales Tips —DeWese

Wait! Did I say unhappy? That’s the common denominator. Salespeople who are either call reluctant or closing challenged are almost always unhappy people. Some manage to find a semblance of happiness in an avocation, a hobby or a relationship.

I better stop for a minute and explain this concept to Marvelle Stump, America’s worst print salesperson who works for Send Me the Money Litho down in Hot Coffee, MS.

Marvelle, you remember how unhappy you were in those other print sales jobs? Then your Uncle Herschel Liphart hired you at Send Me the Money Litho. You were unhappy there, even though Uncle Herschel promised your mama you would get a check whether you sold anything or not. You moped around the plant for a few weeks until you visited the casinos on the Gulf Coast and discovered that you have real talent for dice. Now you travel south to shoot craps every Friday afternoon. You found a hobby and you were happy.

Then, your 89-year-old Uncle Junior Stump turned sick with a bad stroke of the “who am I?” dementia. The family begged your help with his pig farm. You discovered you have a natural born talent for sloppin’ hogs. And, yep, now you’ve got an avocation.

You stopped at the Tri-Mi Truck Stop on your trips to the casino and fell head over heels in love with the waitress, Yolanda. So now you’re in a relationship and even happier.

Well, wouldn’t you know. You got Yolanda, the casino and hogs working for you, and your new-found happiness has got the print jobs rollin’ in.

There you have it. The new DeWese theory for print sales success. Either hire ’em happy or make ’em happy or send them to your competitors. Happy salespeople sell more printing.

Learn ’em Right