Courageous Sales Tips —DeWese

Maybe, there’s another option. Could it be possible to train ’em happy? You know. Give ’em the skills and knowledge needed to prospect for new business by making a lot of those formerly dreaded calls on prospects. Teach them all of the closing techniques and motivate them to ask for the order in dozens of ways. Could that work?

Our industry has never been good at training salespeople. I have seen countless new, or revolutionary, training consultants and small firms come and go. Our two associations, NAPL and PIA/GATF, have never consistently offered results-oriented seminars, workshops or courses. It seems like they could merge their efforts and developing a whopper of a sales training program.

We can train workers to operate the equipment, but we haven’t properly trained people to sell our offerings that now range from kitting to fulfillment to database management, and more.

I used to conduct training way back years ago, but I was never any good at it. I can sell and write about it, but I’m not good at teaching.

I can do it and write about it because I’m happy. I’ve often said that I’m too dumb to be anything but happy. But now I see how my Happiness Theory works for selling and how it has worked in my life.

It’s so simple. A happy sales force is a productive sales team growing the company with profitable sales. A growing, profitable company makes for a happy company, and buyers love to buy where they can find a little happiness.

Now make me even happier, show some bravery and get out there and sell something! It’s a lot less frightening than jumping in front of a subway to save a life. PI

—HARRIS DEWESE

About the Author
Harris DeWese is the author of Now Get Out There and Sell Something, available through NAPL or PIA/GATF. He is chairman and CEO 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 has completed more than 100 printing company transactions and is viewed as the preeminent deal maker in the printing industry. He specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies. He can be reached via e-mail at DeWeseH@ComCapLtd.com.