Feb. 8th, 2011

Hi. I'm the world's worst salesperson.

What I mean by that is that right now, of the people in the world doing a job that is classified as "sales", I am the worst person in the world at it, currently trying to make a living in that category. Yes, this is partially because I only just started doing this job, but that doesn't change the way I feel.

That also doesn't mean that I'm not working at getting better at it. When I took the job as Account Manager for the print shop where I used to work production, I didn't realize how little I knew at that time, a week ago, I knew about doing the job of selling printing.

The non-scary part is that I know printing. I've got 8 years of print production under my belt, but I'm not dealing with walk in customers any more. This isn't just writing up an order at the counter and offering upselling.

For the past week, I've been consuming as much sales training as I can. I've been to numerous websites for web training courses, I've read articles, watched a selling print sales DVD and am reading a cold calling book.

Since I started on Monday, my boss has had me cold-calling a list of Dentists as a bit of a wax-on/wax-off exercise to work on my phone and in-person verbage. It is really hard, tedious work, and telemarketing isn't what I thought I had signed up for. I get his point that it is a good way to learn, but I don't want to be doing it at the time. One of the things I've learned from the sales training is that hearing people say no is OK. You have to believe in the service you provide, and know that given the opportunity to see it, customers will believe it too.

I'm trying to come to terms with the fact that it takes 8 to 13 points of contact to make the sale. That means, it takes 8 to 13 times of contacting someone before they have the trust and confidence in you to send you their work. That means staying highly organized to keep track of who I'm talking with at any given time.

I'm a networker. My instinct is to leverage my existing relationships and make new relationships to make print sales. That means working warm leads, which comes a lot easier to me than working cold ones. I don't have a lot of friends in Colorado with printing needs though, so that is why this is all such a learning process.



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