I was working with a group of reps yesterday and we started our meeting by sharing success stories. One of the reps spoke about a pizza shop who disliked the Pennysaver and would not advertise. He kept talking to the account and found that he was hand delivering flyers to a local business park. My rep had the art department professionally redo his home made flyer and presented it to him. The rep sold him on a small print only order of these flyers. After doing this several times he was able to get the account to insert them in our publications. By closing the small sale the rep was able to demonstrate his dedication to customer service and begin building a relationship that led to bigger and better things. The take away lesson is to focus on selling a new account something. It is much easier to close the bigger deal when you've broken the ice.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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