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.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org 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 salesvault.pro.