In the printing industry, many salespeople see obstacles as objections and view them in a negative light. They view obstacles as things that get in the way of what they are trying to accomplish. Many salespersons have been taught (through good or bad training) how to “overcome an objection.” Assuming such training was good, then learning how to overcome an objection is good. And, if you’re satisfied with just being good then read no further. However, because I am a person who is never satisfied with the status quo, let’s focus on how to get even better. To be a…
This is a podcast interview we did with ASI (Advertising Specialty Institute) a few months back. It discusses why price is a factor in all we do but value makes all the difference.
Here is a link to the podcast and some of ideas shared here came from Ryan’s most recent book Would You Buy from You? Your Brand Makes the Difference.
Please let us know your thoughts. @RyanSauers