Stop Selling Printing
“You’ve agreed to give me 20 minutes of your time, correct?”
“How do new customers find your company now?”
“What percentage of your business comes from additional sales to existing clients?”
“What are you hoping to get out of that trade show coming up in three months?”
“What is the status and accuracy of your company’s database?”
Congrats, you’ve won! Your prize package includes the following:
• A chance to do more than just bid on work; a chance to provide print solutions.
• Being brought in at the design stage of the job.
• Fewer price objections.
• Better referrals.
• A more loyal customer.
• And the Grand Prize: Being the vendor of choice.
If you want to sell more printing, stop “selling printing.” Only when you solve the problem will you earn the order. It only stands to reason, then, that you first need to understand the problem How do you accomplish that? You ask questions.
Game over. Fade to black
Join Bill and fellow PI blogger Kelly Mallozzi for a sales webinar called, "Building a Prospecting Plan" on Sept. 15 at noon ET. Click here for details.
Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at email@example.com or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com