The Sale After the Sale
You’ve just closed a nice order. Seeing as you are not a newbie sales rep, you know enough to think about “greater share of customer.” That is, you want to make sure the client knows everything that you sell. That is one way of making a sale after you’ve made a sale.
But there is another …
It is likely the print job you just completed is a small component of a larger project. Who are the other vendors involved? Who designed the piece? How will it be used?
You’ve heard me talk about the “story behind the job.” That is, look past the specs and learn how the piece works and everything that happens to it from the time it arrived to the time it reaches the end of its use. This is yet another opportunity to dig for buried treasure.
- Go find the graphic artist. Introduce yourself.
- Make contact with the marketing team that came up with the idea.
- Seek out the Event Planner who will put together the trade show where your printed matter will be displayed.
The key to the profitable sale is to come up with the best solution. This is achieved through asking questions and solving problems. The key to turning one sale into many and one account into several is to practice the same kind of sales curiosity.
Do it right and you will never have to prospect again.
Speaking of prospecting, the No. 1 sales challenge faced today is locating decision-makers who are not working from a traditional office. Answers to that challenge and more can be found by becoming an Insider to Bill’s Sales Vault. Find out more at BillFarquharson.com or by calling Bill at 781 – 934 – 7036
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.