I wasn’t in the mood to write today. The truth is, I didn’t want to do it. I’ve had work going on at the house. I’m exhausted and exasperated. The place is a mess, it’s loud, and I have nonstop company.
I should be motivated. Anytime I hire someone I encounter sales and business object lessons. If you buy stuff you can’t do yourself you encounter all sorts of sales finesse (expectation management) opportunities that are being missed.
There are shortcuts too. I hear myself say, often, “my check won’t cash for 80% of the written value. I don’t expect the work I’m buying to be 80% either.” The fact is, I expect what I bought. It should be automatic but it isn’t.
Anyway, I’m not in the mood to write.
Does that happen to us in sales? It did to me. I had lots of days that I would have rather taken a beating than dial the phone. It was especially so when I was tired or dodging production problems.
Let’s face it, selling is hard. It’s like asking for dates for a living. It’s full of rejection and rejection hurts. You can hear, “don’t take it personally” until you’re blue in the face, but it’s still rejection.
If you’re not in the mood to sell today … don’t. Dig into your files. Look at your prospects, warm leads, hope to get to it one day names and folks you’re on the bubble with.
Spend the day getting your head wrapped around each one. Where are you? What’s a logical next step. Without the pressure of making a call think about what you might say if they were sitting in your office.
Even Stephen Covey (author of "The 7 Habits of Highly Effective People") spoke to the value of “sharpening the saw.” You’re the saw. Invest the day in you, strategy, brainstorming and reloading.
If my experience tells me anything it will be a day well spent. You’ll enjoy some “social rest.” You’ll start tomorrow in a better place. You’ll be better equipped to sell and more prepared.
I hate wasting time. An hour gone is gone forever. Time is the one thing you can’t save for later. Time can only be enjoyed, invested, or wasted. You can’t make more. Know the difference and choose wisely.
But, investing in you pays huge dividends. Your customers will notice. You’ll sell more stuff, waste fewer names, and have more fun.
Gotta go. The dog has figured out I’m … available. The ball isn’t going to throw itself. I need the exercise anyway.
The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.
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- Business Management - Marketing/Sales
Bill Gillespie has been in the printing business for 50 years and has been in sales and marketing since 1978. He was formerly the COO of National Color Graphics, an internationally recognized commercial printer and EVP of Brown Industries, an international POP company. Bill has enjoyed business relationships with flagship brands including, but not limited to, Apple, Microsoft, Coca Cola, American Express, Nike, MGM, Home Depot, and Berkshire Hathaway. He is an expert in printing sales, having written more than $100,000,000 in personal business during his career. Currently, Bill consults with printing companies, equipment manufacturers, and software firms. He can be reached by email (bill@bill-gillespie.com) or by phone (770-757-5464).





