Print Sales Tip for the week of April 21, 2014

As I have said many times, I have a strange job. As a sales coach, I am part cheerleader, part mentor, part therapist, and sometimes part marriage counselor. I cannot imagine doing anything other than what I am doing.

I was talking to someone recently about the many complaints I hear from my clients, especially the sales reps:

“Estimating is holding me up”
“I can never get anything done because another rep’s stuff is always more important”
“Bindery screwed it up”
“FedEx lost it”
“My client is driving me nuts”

And on and on.

We were driving at the time and there was a period of silence, after which she professed: “Sales people have to let a lot of stuff go.”

Yes. But not all of us do.

We carry grudges and relive bad production experiences as if they happened just yesterday. We mother our orders through the plant and justify it by saying, “If I don’t, it won’t get done right. The last time this job was produced…” and the story is revived once again.

Let it go!

Your best chance of avoiding problematic jobs is to communicate the specs and special instructions. Accurately. Complaining about the past and being a helicopter parent of your jobs is inefficient and counter productive. You also run the risk of making some in-house enemies.

Mistakes are going to happen every once in a while due to factors that are out of your control. So control what you can control and let go of the rest. Want something to do? Go sell something!

If an error occurs, fix it fast and then do a post mortem on the details to find the issue. Correct it. Learn from it. Then….

Let it go! Let it go! Let it go!

Visit my Sales Resources page: http://sales.napl.org/sales-resources/ for last week’s Short Attention Span Webinar and a link to my blog

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2017-05-08T15:01:04+00:00

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