Business Management - Marketing/Sales

The next three months will determine the extent and existence of your summer slowdown. Learn what to do to stay busy in the heat by watching this week's Short Attention Span Webinar, sponsored by www.thesaleschallenge.com.

Now that you know what you should say to a customer (see last week's Short Attention Span Webinar), Bill Farquharson and Kelly Mallozzi share with you what is taboo to say to a customer.

There is what you'd like to say to a customer and what you should say to a customer. This Short Attention Span Webinar by PI bloggers Bill Farquharson and Kelly Mallozzi covers the latter. We will leave you to determine the content of the former.

What does it take to nail a large, game-changing account? That's the subject of this week's Short Attention Span Webinar by PI World bloggers Bill Farquharson and Kelly Mallozzi.

China has become a country with a huge printing market and it is still growing. Its transformation into a world-class manufacturing industry with world-class printers is still evolving. As the cultural and creative areas of Chinese society start booming, the printing industry will have a new opportunity. More affluent Chinese will demand top-quality products of all kinds, and the packaging market will take the lead in creating a huge incentive for companies striving to reach these "well off" Chinese consumers.

I'll be writing about specific ways that companies in our industry can market their services to people who need them. Mostly, I'll focus on corporate end users: the buyers, designers and marketers who have a hand in choosing print along with other media to promote their businesses. Marketing to consumers is, as they say, a whole different kettle of fish.

Rookie salespeople buy lists. Savvy, veteran salespeople look around them and generate leads from the opportunities that they come across on a day-to-day basis. The result of this sales curiosity is returned phone calls, appointments and orders earned on the basis of a good idea, and not the lowest price. Oh, and they get a free cup of coffee out of it to boot. Eventually.

The first thing we need to sell in any situation is ourselves. But how do we get people to trust us if we are not given the opportunity to prove ourselves to be trustworthy? In this week's Short Attention Span Webinar, Bill and Kelly teach you how to sell trust.

There is a secret to getting your price. You can avoid price objections. In this week's Short Attention Span Webinar, Bill and Kelly will give you the keys to the kingdom and let you in on the secret.

Understanding the type of Buyer you are dealing with can be the difference between a successful sales call and one where you can hear the crickets chirp in the background. In this week's Short Attention Span Webinar, Bill and Kelly give you clues and insight into picking up the personality traits of your customer or prospect.