Happy Thanksgiving

It is hard to believe that November is upon us already. For many years I've prepared a Thanksgiving letter for my reps to send their advertisers. This letter thanks them for their business and for making the rep and our company a success. The reps customize them, sign them and then send them out so that they arrive during Thanksgiving week. These letters make a big impact on our customers. They expect to receive cards during the Christmas season but this catches them by surprise. Also they get lots of card but usually we are the only company that remembers to thank them. My reps receive many calls from their clients expressing their appreciation for this gesture. This is an outstanding way to set yourself apart from the competition.

Keep Smiling, Keep Selling!

Thanks Jim Busch

The Value of Promptness

Today I was visiting a prospect with one of my company's young sales reps. The customer was considering a proposal for a large number of flyers to be distributed over a 60 day period. The prospect said that our primary competitor had offered him a price significantly lower than ours in order to keep the business. The customer also told her that he had decided to give us the business, He told my rep that though he was tempted by the lower price he put a higher value on service. He said that our rep returned his calls promptly even calling after 5. He said that he felt more confident that if any issues cropped up that our rep would take care of them. Her promptness in responding to the customer won her a large order and a new customer.

Keep Smiling, Keep Selling!

Thanks Jim Busch

What are you talking about?

There are 3 things that are generally discussed on a sales call, your publication, your customer's business and the customer's customers. Most sales people spend most of their time talking about their publication which I believe is a serious mistake. If you want to keep the client engaged, you need to talk about what interests them--their business and their customers. These subjects also should be of supreme interest to you, because we are there to help their business by attracting more customers. The more you know about these things the more likely you are to make a sale. Most reps spend most of their time talking about their publication because this is what they are most familiar with. You should only talk about your product in relation to how it can help the customer. The only thing the customer want to know about your paper is how it can help their business and solve their problems. Pay attention to what you talk about on a sales call and keep the focus on the customer.

Keep smiling, Keep Selling!

Thanks Jim Busch