by Linda Bishop
Yes, I’ve fired clients. You don’t want to, but sometimes it’s necessary.” Tony Harris, vice president of sales at Monroe Litho, admitted this when we were having dinner together in January of 2007. The words stuck. When I was writing this article, I called Tony at his office in Rochester, N.Y., and asked him to tell me his story again. (more…)
by Graham Garrison
When a customer asks Gary Pawlaczyk about sustainability, he pulls out a photo. Pawlaczyk, senior vice president, sales & marketing for Carlstadt, N.J. Pictorial Offset, has an image of the managing partners and some employees planting a forest at Edwin B. Forsythe National Wildlife Refuge in Oceanville, N.J., offsetting the company’s carbon footprint. Working with the Conservation Fund in Washington, D.C., Pictorial purchased and planted 5,000 trees to obtain carbon neutrality. (more…)
by Brian Sullivan
A key fundamental in PRECISE Selling is saying only words that will advance the sale and no more. It means knowing not to use a bunker buster bomb when all it will take is a sling shot. The reason we use only enough is because our ability to say less will help us say more. Think about it. When somebody is selling to you and pounds you with too much information, do you have a tendency to shut down? And when this happens, isn’t it difficult to remember what the salesperson even said? But when they give you just enough to educate and excite you (and no more), aren’t you more satisfied? It’s like eating a bag of candy. (more…)
by Ryan McNally
For print salespeople, time is of the essence. You’re putting in long hours while customers expect you to be accessible 24-7, 365 days a year. You’ve got to answer to print buyers, marketing personnel, ad agencies and more, all while juggling a variety of tasks, including communicating with customers, interacting with CSRs and suppliers, and keeping up to speed on paperwork. And oh yeah, you’ve got to drum up new business too. With a finite number of hours in the day, making the most of your time is critical to
being a good salesperson. But how do you master the art of time management? (more…)
by Peter Ebner
As Daniel Boorstin said in his book “The Discoverers,” “The greatest obstacle to discovering the shape of the earth, the continents and the oceans was not ignorance, but the illusion of knowledge.” It is this illusion of knowledge that prevents many salespeople from reaching their objectives. (more…)
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