Blog posts
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What to do when prospects say no
It’s time to embrace no! Sales people hate the dreaded word “no” when they are talking to prospects and customers. It means that their sales efforts have been wasted. They have put in a lot of hard work trying to win new business, only to be rejected. However, some sales people see no as an opportunity. They are not put off when someone appears to reject them. These sales people...
What to do when prospects say no
It’s time to embrace no! Sales people hate the dreaded word “no” when they are talking to prospects and customers. It means that their sales efforts have been wasted. They have put in a lot of hard work trying to win new business, only to be rejected. However, some sales people see no as an opportunity. They are not put off when someone appears to reject them. These sales people...
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UKvUSA: Which print sellers will thrive (and wh...
UKvUSA Podcast In this episode of UKvUSA, Deborah Corn and Matthew Parker discuss the print sales market at the moment, who’s going to thrive and who’s going to struggle, and how the fate of a print business may differ on both sides of the pond. Listen to hear: 👉 Some predictions that might surprise you 👉 Whether we think your company is going to do well or not 👉 How does print management fit...
UKvUSA: Which print sellers will thrive (and wh...
UKvUSA Podcast In this episode of UKvUSA, Deborah Corn and Matthew Parker discuss the print sales market at the moment, who’s going to thrive and who’s going to struggle, and how the fate of a print business may differ on both sides of the pond. Listen to hear: 👉 Some predictions that might surprise you 👉 Whether we think your company is going to do well or not 👉 How does print management fit...
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Never forget to make a sales call again
Sales people rarely contact me when they should When I was a buyer I was often contacted by sales people at the wrong time. I would often tell people that I was reviewing my supply base for what they were offering at a certain time of the year. I would tell them to contact me then. Guess how many people actually followed up when they should? It was less than...
Never forget to make a sales call again
Sales people rarely contact me when they should When I was a buyer I was often contacted by sales people at the wrong time. I would often tell people that I was reviewing my supply base for what they were offering at a certain time of the year. I would tell them to contact me then. Guess how many people actually followed up when they should? It was less than...
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How traditional selling encourages customers to...
Can you imagine how it feels to be sold to by 1,400 different printing companies? That is what happened to me as a buyer. In fact, that’s a pretty conservative estimate of the number of printing companies that I spoke to during my print buying career. In theory, I should be able to tell you about all the creative sales approaches that I received. Unfortunately, the reality was rather less...
How traditional selling encourages customers to...
Can you imagine how it feels to be sold to by 1,400 different printing companies? That is what happened to me as a buyer. In fact, that’s a pretty conservative estimate of the number of printing companies that I spoke to during my print buying career. In theory, I should be able to tell you about all the creative sales approaches that I received. Unfortunately, the reality was rather less...
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Do you want to become 37 times better at selling?
It is not as hard as it sounds! Just make a small change every day. One that makes a one percent different to your results. By the end of a year you will be 37 times better. And it works: small changes transformed the British Olympic cycling team from an, at best, mediocre cycling team to the leading medal winners in the 2008 Olympic games. You can find out more...
Do you want to become 37 times better at selling?
It is not as hard as it sounds! Just make a small change every day. One that makes a one percent different to your results. By the end of a year you will be 37 times better. And it works: small changes transformed the British Olympic cycling team from an, at best, mediocre cycling team to the leading medal winners in the 2008 Olympic games. You can find out more...
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Make all your staff sales people
Everyone in your company might know a potential customer It’s time to encourage them to go and look for new business for you. Here’s a simple 3-stage process: Let your staff know you want more business and ask them to find customers Tell them the type of customer you want: this is vital so you aren’t inundated with prospects who aren’t the right fit Incentivise your staff. Try offering them...
Make all your staff sales people
Everyone in your company might know a potential customer It’s time to encourage them to go and look for new business for you. Here’s a simple 3-stage process: Let your staff know you want more business and ask them to find customers Tell them the type of customer you want: this is vital so you aren’t inundated with prospects who aren’t the right fit Incentivise your staff. Try offering them...
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Can a rep really earn a living selling just print?
What is print? One of my readers asked me “Can a rep still earn a living selling just print?”. To answer this, we really need to define what “print” is. We are in such a diverse industry now and there many ways of describing what we sell. For the purposes of this article I came up with three possible definitions of print: Selling printing By this, I mean the traditional...
Can a rep really earn a living selling just print?
What is print? One of my readers asked me “Can a rep still earn a living selling just print?”. To answer this, we really need to define what “print” is. We are in such a diverse industry now and there many ways of describing what we sell. For the purposes of this article I came up with three possible definitions of print: Selling printing By this, I mean the traditional...
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How print companies CAN get higher prices – cas...
Negotiation , Print Sales Price, price, price! I hear an awful lot of conversations at the moment about print buyers becoming ever more demanding on price. It is certainly a tough market out there. But it doesn’t always have to be about price It is possible for printers to get higher prices – read this article to find out more I have two case studies that I want to share with you....
How print companies CAN get higher prices – cas...
Negotiation , Print Sales Price, price, price! I hear an awful lot of conversations at the moment about print buyers becoming ever more demanding on price. It is certainly a tough market out there. But it doesn’t always have to be about price It is possible for printers to get higher prices – read this article to find out more I have two case studies that I want to share with you....
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When Is the best time to contact a prospect? He...
There have been numerous research studies, advice and opinion published on the optimum time to try and contact new prospects. And there is one thing that is the same in all the pieces: none of them agree on any time. Some will tell you that it is 11.10am on a Wednesday morning (how did they manage to work out that every prospect is in a talkative and engageable mood at...
When Is the best time to contact a prospect? He...
There have been numerous research studies, advice and opinion published on the optimum time to try and contact new prospects. And there is one thing that is the same in all the pieces: none of them agree on any time. Some will tell you that it is 11.10am on a Wednesday morning (how did they manage to work out that every prospect is in a talkative and engageable mood at...
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Why closing the deal doesn’t work
Sales people are always being told to close the deal There is no shortage of advice for sales people on this topic. Apparently, if you say the right sentence you can move straight into closing the deal. Here are some of the phrases that are recommended according to one blog article that I read recently: “Is there any reason, if we gave you the product at this price, that you...
Why closing the deal doesn’t work
Sales people are always being told to close the deal There is no shortage of advice for sales people on this topic. Apparently, if you say the right sentence you can move straight into closing the deal. Here are some of the phrases that are recommended according to one blog article that I read recently: “Is there any reason, if we gave you the product at this price, that you...
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Why saying no improves sales results
We live in a “yes” culture In today’s world, everyone is encouraged to say yes as often as possible. In the world of selling we are conditioned that the customer is always right. We are told that we must do everything that they want. Otherwise they will go elsewhere and we will lose valuable business. This article will challenge the assumption that yes is always right response. Saying no can...
Why saying no improves sales results
We live in a “yes” culture In today’s world, everyone is encouraged to say yes as often as possible. In the world of selling we are conditioned that the customer is always right. We are told that we must do everything that they want. Otherwise they will go elsewhere and we will lose valuable business. This article will challenge the assumption that yes is always right response. Saying no can...
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