Show and Sell

A picture is worth a 1000 words is a well worn cliche'. Cliche's become cliche's because they make so much sense that they get repeated over and over. I was with a rep earlier this week servicing a customer's ad in a coupon product. The customer asked about doing free standing inserts. Without skipping a beat the rep reached into his portfolio and pulled out a price list and a sample insert. He quoted a price and handing the sample to the customer he said "the price I quoted is for one just like this." This really helped the customer know what he was getting. She looked at the nice glossy flyer, felt the paper and then said "OKAY." If the rep didn't have a sample at his fingertips he would have spent a long time describing it and the customer would have had, at best, a vague idea of what an insert looks like. Because he was prepared, he landed the sale. As soon as we got back to his car he opened the trunk and replaced the insert in his portfolio, ready to make the next sale. Like another cliche's says--"Luck is where preparation meets opportunity." He was ready when an opportunity popped up.

Keep Smiling, Keep Selling!

Thanks Jim Busch