Question of the Week #2
How do you identify prospects?
This blog is to be a vehicle to facilitate communication between printing salespersons. Nothing customer or company specific, but what works in today’s sales environment.
Where did you learn to sell printing?
I attended the School of Hard Knocks. I'm doing graduate work there now! Many years ago my employer said that he would give me a chance to leave the pressroom and go out and sell. I was a great "order taker" for six months until I attended the Dale Carnegie Sales Training. Those 3 hour sessions one night a week for ten or twelve weeks changed my life! Over the years I have read, attended a few seminars and learned from my peers.
Things have changed and I have found myself having trouble getting to the decision makers. My company is very competive on price, quality and service. The real issue is access. I need to focus more on solving that issue.
What do you say?