How to Sell Printing Like a Bostonian
Here in Boston, we don’t need no stinking blog to tell us how to sell with attitude. It comes with the birth certificate. But for the rest of the nation …
When you make a sales call, what are you thinking? Is it, “Puh-leeze give me a chance” or “Dude, you are so lucky I am here.”
In reality, a sales rep would never consider making either of these statements to a customer, but there is a tremendous difference in the outcome of the call depending on which message you have playing in your head while you prospect.
Let me set you right on a few things:
- Your clients are lucky to have you working for them;
- You might not be the cheapest, but no one out-works you. No one “out-ideas” you;
- You choose your customers every bit as much as they choose you.
You are the best in the business. You work for the best company. You work hard for your clients. They benefit from your skills.
Customers and prospects can hear every emotion you are having. Imagine if your boss said to you, "Find a new customer today or you're fired." You'd be selling from a point of fear and it would come through your words.
But sell from the point of confidence, a place of attitude, and the outcome will be entirely different as a result. And all you did was to channel your inner Bostonian.
Welcome to Boston. Don't be frightened. Just sell (and drive) like we do.
Check out Bill’s new website, cleverly named BillFarquharson.com for more information on his training programs, books, and additional free content. Bill can be reached at 781-934-7036 or email@example.com
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.