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Creating a good first impression for many salespeople can be challenging but it is an essential sales skill. As with many other things, it can be improved through practice. Getting feedback from customers, other salespeople or your manager who have observed your calls would be a good first step. No printing salesperson can survive in this profession for long without continuously prospecting for new customers. Rather than generating a steady stream of quotes to print buyers, focus on making impactful sales calls, where you are keenly aware of the "Threshold 30."
Joe Rickard is a sales training leader and consultant who works with printing and technology companies in the graphic arts to improve their sales effectiveness. He is the founder of Intellective Solutions, a provider of customized sales and sales management training material and services. Contact Rickard at (845) 753-6156, jrickard@intellectives.com, or visit www.intellectivesolutions.com.
