Change Your Story

By Mike Philie
In January 23, 2010

Printing companies need to grow their business and fill press hours. Sales reps respond by saying it’s harder and harder to break into new doors. Why should prospects see you? Why should they take time out of their busy, hectic day to see another printing sales rep? What’s in it for them?

Reps tell their story about the latest technology and equipment that the company has invested in. They go into detail about all the different products that they can produce for the client if they would only give them a chance. To the buyer, they sound just like the last 6-7 reps that came through the door. What’s missing is how this rep is going to take their technology, equipment and products and make recommendations that might actually help or make an impact on the prospects business.

Most of us welcome the opportunity to improve on our performance and would be open to having such a discussion. The rep that has done some research on the company, or has worked with similar type companies (vertical markets) has the advantage. Having background information on the prospects business will help the rep “connect the dots”
between what they have and what they make and what the client might be trying to achieve. Now they’ve got a good story to tell!

Prospects will see you if you can confidently and legitimately tell them what’s in it for them by seeing you. So, before you pick up the phone, leave a voice mail or knock on that door, do your homework and be prepared to answer what’s in it for them! Continued success.

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.

Leave A Comment