Did You Hear?
Director of Marketing, Flesh Co., St. Louis
"I prefer to identify a need or pain point so I'm not just a 'me too.' I also stay current with new technologies and use that knowledge to share, teach and educate clients, building my reputation, both personal and professional. I've learned to never assume my customers know everything that we do, so I try to remind them using an old tactic called the A.R.T. of selling: Ask a question, Remind them of a product we produce and Tell them 'thank you.' Finally, I make myself visible and available."
Team Leader, Grow Sales Inc., Columbia, Md.
"Sell differently to each of the four main personality types:
- Drivers place a high priority on maximizing their time, so adhere strictly to stated time limits. Avoid small talk and keep your conversation focused on goal achievement.
- Relaters involve others before making a decision, so encourage them to seek opinions from their staff. Aggressive sales pitches and pressure don't work.
- Ask Socializers all about their accomplishments and endeavors. Bring stories and jokes that appeal to their friendly, backslapping side.
- Avoid small talk and stick to sound reasoning when selling to Analytics. Prepare for a factual discussion complete with numbers."
Vice President, Pacific Data Forms Inc., Long Beach, Calif.
"A good secret to success is to find the perfect balance between persistence and overbearing. I try my best to stay on top of prospective clients by keeping them aware of presence and keeping them abreast of what solutions we can offer them, without disrupting their daily tasks with lengthy phone calls or never-ending emails."
Director of Marketing, Presentation Folder Inc., Orange, Calif.
"When I have the luxury of working with clients who aren't concerned with cost, there really is no sales pitch or technique. I really just need to reassure them they chose a top-notch printer with unique ideas to make their brand look amazing on paper in ways another printer couldn't, or they could have imagined themselves. Samples get sales, and it usually only takes a few astounding, properly chosen pieces to gain respect and trust.