Sales Clinic: Selling Print Starts with Confidence

For instance, it may only take one or two sales calls to close a small printing project. On the other hand, getting the printing work for a large advertising campaign may require more steps, including a formal presentation, a detailed proposal, proof of concept, and a pilot or test. Knowing what needs to happen and communicating this to the customer, builds confidence in the salesperson.

4. You Gotta Believe

In a competitive environment, it is almost impossible to be confident if the salesperson does not believe in their product or service. An optimistic and positive attitude can only be maintained if the salesperson understands and is committed to their offerings. If you don’t really believe print is an essential communication media, you are in the wrong job.

Having confidence in your product or service starts with knowing the customer’s business, who are their customers, and what will make both successful. It is hard to project confidence if the salesperson does not believe his or her solutions.

Selling confidently is a key to success. It is a rare person that can stay confident indefinitely. It requires work and commitment to selling and to the printing industry. Anything less can lead to loss of confidence and a loss of sales.

Joe Rickard is a training leader and consultant who works with printing and technology companies in the graphic arts to improve their sales and operational effectiveness. He is the founder of Intellective Solutions, a provider of customized sales, operational, and sales management training material and services. Contact him at 845-753-6156, jrickard@intellectives.com or visit www.myprintresource.com/10164219.