"I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation."
--- Bo Bennett
Sales are a must in our industry. Let me amend that. Sales are a must in any industry. Without making sales, or selling something, whether a product or service, we are out of business. Selling is so important that we all depend on it every day in one form or another. While selling is seen as intimidating for some, as we've mentioned before, others realize that it is simply communicating the aspects of our products and services and what it costs to get them.
Knowing that we cannot operate our businesses without sales, we now turn to some quick "hows" of sales. First, we must understand where our sales originate.
"If eighty percent of your sales come from twenty percent of all of your items, just carry those twenty percent."
--- Henry Kissinger
"Know thy business" should be something we all have pasted to the top of our desks so we can see it every minute we are in the office. When we know what it is that we sell, and know who it is that buys what we sell, it helps us to narrow our focus. We can proactively anticipate what our customers want and need and then provide it for them.
There are three things we can do now to improve our sales:
"A good ad which is not run never produces sales."
--- Leo Burnett
First, when we know what our customers want, we can now construct our advertising campaign to focus on why what we provide is superior to our competitors. Advertisements are enticing to prospects and customers because we already know what they want. Getting our ads in front of the eyes of a captured audience only increases our selling success.
"Pretend that every single person you meet has a sign around his or her neck that says, "Make me feel important." Not only will you succeed in sales, you will succeed in life."
---Mary Kay Ash
Second, we need to treat our customers, and everyone, as we would want to be treated. What a concept! It is so simple, but so forgotten. It is common sense, but not common practice. Selling is being nice, being human, and being able to listen to what the needs of the customers are.
When we put more attention on what solutions we can provide for our customers instead of what we can sell them, it changes how we approach them.
"Sales are contingent upon the attitude of the salesman - not the attitude of the prospect."
--- W. Clement Stone
Finally, being in the right frame of mind when you are selling is a vitally important element. There are already too many people working in sales that help give the profession of selling a bad reputation. We don't need anymore. Our prospects and customers are going to be in a variety of different stages in life and therefore a variation of moods. We must adjust to them, not the other way around. We must keep our attitudes and moods on an even keel in order to be successful in selling.
Begin each day with the right mindset, knowing your customer base and what you can provide for them, and make the customer feel important, and selling becomes a lot easier.
Not So Hidden Fees from Your Local Municipalities - PERMITS
By Richard Crawford
Towns charge permit fees. This is not news to sign companies. But some spiraling permit costs may require a little more review to assure the sign permit fees are not revenue-raising devices. Read on...
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Graphics Screen Printing: Legacy Technology & Reliable Productivity
By Larry Hettinger & Mike Ruff
To learn more about the current state of the graphics screen printing industry, we talked with two respected industry veterans, Larry Hettinger, of FUJIFILM, and Mike Ruff, of Nazdar.
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In an ad for a swimwear store:
"Our bikinis are exciting. They are simply the tops!
As seen in a safari park:
"Elephants please stay in your car"
As seen in Maine at Hussey's General Store:
"Guns, Wedding Gowns, and Cold Beer!"
We need those funny signs you've seen in your travels, come on, we know they're out there.
Send them to us at: firstname.lastname@example.org.