Blog posts
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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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Here’s a novel idea: sell printing by using print!
The average printing company doesn’t use print Their factories may be filled with ink on paper, but none of it relates to them. When it comes to selling their products and services they rely on everything apart from print. They use e-mail, social media and cold calling. So why is there such a dislike of using print? Why are we abandoning the communication channel which we champion to other people?...
Here’s a novel idea: sell printing by using print!
The average printing company doesn’t use print Their factories may be filled with ink on paper, but none of it relates to them. When it comes to selling their products and services they rely on everything apart from print. They use e-mail, social media and cold calling. So why is there such a dislike of using print? Why are we abandoning the communication channel which we champion to other people?...
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How a Call To Action wins print sales (and 3 us...
Have you ever had a sales person calling you “just to check in”? This is one of the most pointless sales calls ever. It tells the prospect that you have nothing worth saying to them. It gives them no reason to buy from you. It is a waste of both your and their time. I’ve occasionally made these calls and e-mails myself. I know that when I’ve made them it’s...
How a Call To Action wins print sales (and 3 us...
Have you ever had a sales person calling you “just to check in”? This is one of the most pointless sales calls ever. It tells the prospect that you have nothing worth saying to them. It gives them no reason to buy from you. It is a waste of both your and their time. I’ve occasionally made these calls and e-mails myself. I know that when I’ve made them it’s...
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The three types of pain that can help you sell ...
Marketing , Print Sales Imagine that a doctor has just announced some bad news to you What happens if you suddenly discover that you are suffering from an illness that you didn’t realise you had? You will focus on how to get better. Money is suddenly no object. It’s the same with sales. Show a prospect a problem that they didn’t know they had and they are suddenly interested in how to...
The three types of pain that can help you sell ...
Marketing , Print Sales Imagine that a doctor has just announced some bad news to you What happens if you suddenly discover that you are suffering from an illness that you didn’t realise you had? You will focus on how to get better. Money is suddenly no object. It’s the same with sales. Show a prospect a problem that they didn’t know they had and they are suddenly interested in how to...
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Here’s how one printing company convinced me to...
I’ve shared a lot of sales messages from printing companies recently. They have all had one thing in common: they have encouraged me to buy print on price. I’ve received a lot of feedback from these posts. They seem to have touched a nerve with the print sales community. However, I’ve also been issued a challenge by a number of people. Give an example of a good sales e-mail If...
Here’s how one printing company convinced me to...
I’ve shared a lot of sales messages from printing companies recently. They have all had one thing in common: they have encouraged me to buy print on price. I’ve received a lot of feedback from these posts. They seem to have touched a nerve with the print sales community. However, I’ve also been issued a challenge by a number of people. Give an example of a good sales e-mail If...
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