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– Steve Clarke, Midwest sales manager, Ennis Inc., Midlothian, Texas
"My advice to all new salespeople is to always qualify the prospect first. Do they need your product? Do they currently buy from a competitor? Do they control the 'spend?' What is the account potential?
"Once those few and simple questions have been answered, focus your attention on just getting an order—anything from a business card order to a marketing piece project. The opportunity to create and grow that relationship is what's significant. Now, micro-manage the delivery. Perhaps this will be your only opportunity. Deliver."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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