This No. 1 Problem for Salespeople Will Surprise You
Time and time again, I hear the same thing from many people who are tasked with selling print
“What do I say to a prospect?”
Many people are nervous that they are going to say the wrong thing. They worry that they are going to put off a prospect. That the conversation will end up focusing on price. Or that they won’t stand out from the competition.
Being unsure of what to say is completely understandable
I meet a lot of salespeople who haven’t been given any sales guidance. Often sales has been added to their responsibilities. Or they have moved into sales from another role. Being confident at selling print can be hard.
Many people say what everyone else is saying
They create a sales message based all around service and quality. The trouble is that if everyone is using this approach then everyone sounds identical. If a buyer is faced with several options that all sound the same then, naturally, they will choose the cheapest.
It is possible to create simple messages that sell
It is also possible to guide the prospect so that they are more likely to do what you want. And to manage a dialogue so that you maximize your chances of having further conversations, or even bring back prospects from silence.
I have covered what to say in a whole range of scenarios in my pdf book “Done For You Sales Scripts.” Think of the scripts as a structure that you can adapt to your situation. If you want a word for word text for what to say, then everything is there. But you can also adapt them so they reflect your character too.
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."