Size Does Matter in Buying Behavior
Exercise I (1 Hour)
Categorize your prospects by size (annual sales revenue) and analyze what the pattern of size may be telling you.
Exercise II (1 Hour)
Use the one or more of the ideas you developed in Blog #10 and call six to 10 prospects. See what works best. Try to find some way to communicate with some sort of follow-up with each prospect, whether you reached them or not.
Now, wipe the sweat from your brow and reflect on whatever success you enjoyed, even if it was ever so small...and get out there and sell something!
A Year of Selling Profitably
By Harris M. DeWese with Jerry Bray
Employ techniques and tools that turn weekly sales meetings into energetic learning experiences, resulting in a more enthusiastic, more motivated, and more effective sales force. Understand how these techniques and tools required to build successful marketing, sales and, ultimately, profits, will help you achieve “A Year of Selling Profitably.” Click to order a copy.
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.