The Most Important Question a Printing Sales Rep Can Answer
It’s a new year and a new focus on new business is eminent. But before you get too excited about the process, let me ask you something: Can you answer this question:
“Why should I see you?”
Here’s the scenario: After countless attempts, a key prospect finally picks up the phone. You are equal parts thrilled and shocked, but you keep it together and push for an appointment. The potential customer counters with those five words. Your move, hotshot.
What are you going to say? It’s not a trick question by any means. It’s about as straightforward as you can get and if you can’t answer it, you’re not going anywhere.
Without reading any further, stop and think about how you would answer the question. When you’re done, return to the blog...
(Musical interlude here.)
Okay, hopefully you came up with something spectacular, but I’m guessing your answer sounded something like this, “I can save you money on your print” or some version of those words.
Instead, why not try again and work in some of the following phrases:
- New ideas
- Fresh set of eyes
- Better solution
- You don’t know what you don’t know
- Costs you nothing to listen
Time is precious and no one has any additional time to waste. When that question is asked, it’s actually a good sign. You are being tested and the only way to pass this test is to study up and think ahead of the answer that will get you that golden ticket: “Sounds good. I’m intrigued. Let's set up a time ...”
Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at firstname.lastname@example.org or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com