Change the Tune

By Mike Philie
In March 15, 2009

Change the tune…during your next client meeting. I traveled with two sales reps this week that were able to engage their prospects in very interesting conversations about how they were using print to further their business efforts. They tried to keep the conversations all about them, not the printing company. In fact, with one prospect the rep set up a follow up meeting to do a print audit and confirm the pieces that they were most interested in and could deliver the most value. Pretty cool stuff.

The best part, one of the reps that has been with the company for less than one month is brand new to print sales. We laughed at the end of the day because we forgot to tell the six people we had met with about all of the equipment the company had… Hint, we really didn’t forget. These guys get it.

What have your sales call conversations been like lately? Maybe it’s time to change your tune…happy selling.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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