"Everyone lives by selling something, whatever be his right to it.."
--- Robert Louis Stevenson
You've hired all of the right people for business. All of your staff is in place and you feel content that each member of your team understands their responsibilities and the duties within their own job descriptions.
The shop personnel will carry out the duties of the shop, the installation people know that they install and your sales force know that their job is to sell. In fact, you may be surprised to learn how relieved the shop people and other "non-sales" people are in knowing that they don't have to sell.
"Supposing is good, but finding out is better."
--- Mark Twain
Now is a good time to have that company meeting you've been putting off, because you see, you may be losing profit possibilities due to sales opportunities walking out the door. You also may be losing sales because of a lack of selling knowledge on the part of all of your company members.
Your entire business should be a giant sales force. Sales are what drive your business. As obvious as it sounds, without sales, you have no business. Doesn't it make sense that everyone on the team should be responsible for selling and helping to drive up sales?
"No matter what a man's vocation or avocation may be, the nature of his progress through life is largely dependent upon his ability to sell. And the most important things he has to sell are himself and his good qualities."
--- Frederick W. Nichol
A new thought process is required in order for you to change the culture of your business. Your competition probably isn't looking at this the same way and you can get a jump in your market simply by implementing some basic training for your team.
First, do what it takes to get everyone on the sales train. It is time to implement the new culture. Gather the gang and instruct them that from now on, everyone sells. You will get resentment in the beginning, but over time, and knowing that not everyone will be making cold calls; your team members will come to enjoy their new responsibilities.
"Junk is the ideal product ... the ultimate merchandise. No sales talk necessary. The client will crawl through a sewer and beg to buy."
--- William Burroughs
Second, label the new culture. Change job titles if you have to. Make it official that the person operating the printer is now the "Inside Sales Assistant", or the receptionist now becomes the "Front Sales Professional". Do whatever it takes to change the mindset of your team members to now think sales at every level.
"Lots of ambitious work by young artists ends up in a dumpster after its warehouse debut. So an unknown artist's big glass vitrine holding a rotting cow's head covered by maggots and swarms of buzzing flies may be pretty unsellable. Until the artist becomes a star. Then he can sell anything he touches."
--- Charles Saatchi
Lastly, and this cannot be over-emphasized; let everyone in on your plan. Teach the team the direction the business is going. Teach them how important it is for your customers to have your products and services; how your customers lives are better because of each and every function of the business, and how the team member's function in the business is an integral part of the overall sales process. Help them to see and believe the importance of their part in making the company a success.
"The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell."
--- Jay Abraham
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Printing Halftones (Part Two): Two Critical Factors in Halftone Stencils
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We've come to the point in the process where we need to start thinking about creating a halftone stencil. The qualities that make good halftone stencils are substantially the same as those of any other stencil used in finely detailed printing, though as always, we have to be prepared to meet higher standards of accuracy.
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Do You Speak the Language of Color?
By Jennifer LeClaire
The language of color is vast, with deep meanings that speak to the subconscious of consumers. Understanding its meanings can help your sales.
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In A Dry Cleaner's Window:
"Anyone leaving their garments here for more than 30 days will be disposed of."
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