What you can learn about print sales from Ghostbusters
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What You Can Learn about Print Sales from Ghostbusters PagePath Technologies | www.PagePath.com
Transcript of What you can learn about print sales from Ghostbusters
What You Can Learn about Print Sales from Ghostbusters
PagePath Technologies | www.PagePath.com
Joe KernVice President of MarketingPagePath Technologies, [email protected]
PagePath Technologies, Inc., an awarding-winning Web-to-Print storefront provider, is committed to our client's profitability. Since 1983, we have been helping those in the printing and graphic arts industries become the most productive and profitable in their respected markets.
This year we celebrate 30 years since Peter Venkman, Raymond Stantz, Egon Spengler, and Winston Zeddmore saved the world from ectoplasmic destruction, and we’re still finding nuggets of sales wisdom in their supernatural comedy. Who would have thought that investigating the paranormal would teach us so much about being effective sales people in the printing industry?
Do you believe in UFOs, astral projections, mental telepathy, ESP, clairvoyance, spirit photography, telekinetic movement, full trance mediums, the Loch Ness monster and the theory of Atlantis?
Wisdom #1: Ask questions
Make your prospect feel like you care.
Use questions to gather information which you can then use to position your product or service more effectively.
Ask questions that'll make your prospects aware of the consequences of their action or inaction.
Remember that all questions aren't equal.
Wisdom #1: Ask questions
Dr. Venkman: Egon, this reminds me of the time you tried to drill a hole through your head. Remember that?
Wisdom #2: Think outside the box
Egon: That would have worked if you hadn’t stopped me.
Stop thinking about what you can sell the customer and start focusing on how you can help them reach their goals.
Think of your product as only one aspect of the value you can provide to your customer.
Get used to a longer sales cycle
Wisdom #2: Think outside the box
Wisdom #3: Getting THEM to say YES!
Wisdom #3: Getting THEM to say YES!
Make yourself likeable.
Become a respected authority
Get endorsed by the customer's peers
Make your offering soon-to-be scarce
Wisdom #4: Be persuasive
Janine: Do you want some coffee mister Tully?
Louis Tully: Do I?
Egon Spengler: Yes have some.
Louis Tully: Yes have some!
Wisdom #4: Be persuasive
Establish a common ground
Point out the benefitsTurn objections into strengths
Use the reciprocity principle
Wisdom #5: Make sure to study
Ray: You never studied.
Peter: Ray, pretend for a moment that I don't know anything about metallurgy, engineering, or physics, and just tell me what the hell is going on.
Wisdom #5: Make sure to study
Research your prospect first Use social networks Company’s Press and Media Releases Page
Competitor Press and Media Releases Pages
Blogs Google the Company Google the Prospect
Wisdom #6: Divide and conquer
Ray: I think we better split-up.Egon: Yeah, good idea.Peter: Yeah we can do more damage that way.
Wisdom #6: Divide & Conquer
Split tasks upWork into individual strengths
Break it down into workable chunks
Divide touchpoints
Wisdom #7: Get Excited
I love this plan! I'm excited to be a part of it! Let's do it!
Wisdom #7: Get Excited
You need to be excited first Believe in your product Be outwardly enthusiastic about your solution – it’s infectious
Most importantly, be passionate about the results your solution can bring to your clients
Wisdom #7B: Get You Prospect Excited
Become a Dependable Source
Speak to Results Watch Your Wording
Wisdom #8: Listen to your prospects
Janine: You're very handy, I can tell. I bet you like to read a lot, too.Egon: Print is dead.Janine: Oh, that's very fascinating to me. I read a lot myself
Wisdom #8: Listen to your prospects
Slow the conversation down
Don’t interrupt Clarify & paraphrase Listen to emotions Ask questions
Wisdom #9: Talk to the right people
Louis: I am Vinz, Vinz Clortho, Keymaster of Gozer. Volguus Zildrohar, Lord of the Sebouillia. Are you the Gatekeeper?Coachman: Hey, he pulls the wagon, I made the deals. You want a ride?
Wisdom #9: Talk to the right people
How do you get to the right person?
A key question to ask early on in the process is how the customer has handled other buying decisions similar to the one you are proposing.
Wisdom #9: Talk to the right people
Build the Relationship First
Provide an Incentive for Action
Position Yourself as an Ally
