BACK DURING the 1990s, I wrote five “how to” books for graphic arts salespeople. I wrote those books because most printing company owners/managers are so busy trying to survive that there is no time to train the salespeople.
It turned out my book-writing idea was maybe one of four or five that was any good during that decade. The other 200 ideas were lousy ones.
One of the five books was titled, “Now get out there and sell something!” You will recognize that title as my sign-off for every column in PRINTING IMPRESSIONS. That book was a compilation of 55 columns selected by the book editors. The book was a best seller and sold out 5,000 copies, except for the 43 copies still in my garage.
I have now written and published two more books. They are available from PRINTING IMPRESSIONS. How’s that for crass commercialism?
I couldn’t think of good titles so I titled the books, “The Adventures of the Mañana Man–Book II” (216 pages) and “The Adventures of the Mañana Man–Book III” (195 pages). Book II contains 51 of my greatest columns and Book III contains 52 of my most outrageous columns.
Watch the pages of PI for space advertising on how to order your copies. Or, go to www.piworld.com/bookstore or call (800) 777-8074 to place an order. O Caramba!, be sure to purchase a bunch of the books.
This whole 2008 book publication idea was inspired by Amazon.com. A reader called to tell me that Amazon was selling an autographed copy of the first book, “Now get out there and sell something!” for $34.75! Amazon calls it a “collectors’ edition.” The reader, Wanda Fay Nelson, said, “Mañana Man, you ain’t even dead yet and the price of your book has increased a whole bunch.”
I remembered signing dozens of books, but I sure never sent any to Amazon.com. Amazon hasn’t sent me any money. Must be some book pirates purloined some of my autographed books and they’re layin’ back, livin’ the good life and cashing those checks.
So I’m going to give you a chance to earn huge returns on your book buying investment and get my prose on 103 print sales topics. If you are among the first 200 readers to order either Book II or Book III, you will receive a Mañana Man-Harris DeWese autographed copy. I have learned from people like Wanda Fay that the autographed copies are sources of fabulous future prosperity, especially after I croak.
Now, some of you—perhaps down-on-your-luck printing company owners or print sales professionals—may not have the cash or a credit card to buy these books. Or, you may just be too cheap like my buddy, Leon Loudermilk, who drives a 1988 Vespa to make sales calls. He gets 321 mpg, but his cell phone calls are hellacious with him shouting at his customers over the road sounds.
Better Than Nothing
So if you are a little short, here’s a little review of some of the chapters from the new books. A little free Mañana Man is better than having no Mañana Man. Gosh I’m an arrogant, prideful lout, but remember that the Mañana Man lives in my head and dictates these columns. Harris DeWese just does the typing.
So, here’s a sampling of chapters from Book II. Stop and think about each topic as you read each chapter title, and think about what that subject means to your workload/sales load. This list is a gold mine.
The Art of Recruiting
Hiring Sales: Do Your Homework
Putting Off Procrastinating
The Rogues Gallery Hall of Fame
No Leadership? Take Control
Talk is Cheap, Listening is Profit
Anatomy of Print Leadership
Best Salesmen are Handicapped by Nothing
Shaking the Winter Blues Sales Slump
A, B, Cs of Sales Compensation
Selling Twice, Selling Nice
The Source of Sales Depression
Lessons for Staying on the Ball
Some Highs to Help Ditch Low Self-Esteem
Sales and Marketing Q&A
Dissecting Print Sales Phobias
It’s NOT the Economy, Stupid!
Printing Customs to Live By
The Devil’s in the Gouging
An Action Plan for Prospecting
Laying the Foundation for Successful Appointments
Lost Art of the Written Word
Winning Sales Letters
New Year’s Sales Resolutions
Plan for Sales Success
Test Your Selling and Managerial Performance
Gift of Sales Time Management
Change Sales Flab to Sales Fab
You Want Sales Techniques? We Got 71 of ’em
Letters to Inspire & Aspire
The Baker’s Dozen Sales Skills
The Graceful Conversationalist
Remembering the Customer and Negotiating 101
The chapters from Book III are even better, but I’m running out of space, so here are just a few. Think about these topics and start robbing the coffee jar to buy the books.
Learn to Pay, Accept Compliments
Use Sugar to Catch Clients
Cut to the Semantic Chase
How Will You Be Remembered?
Sickly Selling Skills
Ben Franklin’s Print Proverbs
Clean Bill of Sales Health
Guilty of Print in the First Decree
Establish Your Company’s Brand Loyalty
What Print Buyers Want
Sales Lessons Throughout History
OK, I’ve got enough leftover columns to make two more books, so I’m going to take a nap and think of some good titles. You, you, you big sweethearts, need to get out there and sell something!PI
—Harris DeWese
About the Author
Harris DeWese is the author of “Now Get Out There and Sell Something,” which is available through NAPL or PIA/GATF. He is chairman/CEO of 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 141 printing company transactions and is viewed as the industry’s preeminent deal maker. He can be reached via e-mail at HDeWese@ CompassCapLtd.com.
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- Business Management - Marketing/Sales