Change the tune…during your next client meeting. I traveled with two sales reps this week that were able to engage their prospects in very interesting conversations about how they were using print to further their business efforts. They tried to keep the conversations all about them, not the printing company. In fact, with one prospect the rep set up a follow up meeting to do a print audit and confirm the pieces that they were most interested in and could deliver the most value. Pretty cool stuff.
The best part, one of the reps that has been with the
company for less than one month is brand new to print sales. We laughed at the
end of the day because we forgot to
tell the six people we had met with about all of the equipment the company had…
Hint, we really didn’t forget. These guys get it.
What have your sales call conversations been like lately?
Maybe it’s time to change your tune…happy selling.
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