Sign & Digital Graphics

June '19

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S I G N & D I G I T A L G R A P H I C S • June 2019 • 31 I was disappointed that most made no reference to the role the client plays in the customer-vendor relationship in most accomplished salesperson's success. The late Larry Steinmetz, author of many books on the art of successful selling, conducted a study of world-class sales professionals and what sets them apart. He found the top three behavioral characteristics of the consummate salesperson are superior listening skills, the consistency of keeping promises, and the ability to build genuine personal and professional rela- tionships with clients—all of which involve the customer. It's Got To Be The Sales Rep If you've read this column in the past, you would expect the answer I was hoping to get to the third question would be "people buy from people who they like, trust and with whom it is convenient to do business." I would have been happy with anything close to that from the group of people I polled. Instead, the most popular answers were customer service, name brand recognition, product quality and price. Let's take a step back and look at the bigger picture for a moment. You could break down a business into five basic departmental com- ponents—management, marketing, production, technology and sales. If you ever took the time to compare your own company to competitors in terms of potential attack points, you probably reach the conclusion that your management structure, poli- cies and strategies are very similar. In this litigious world we operate in, there is little room for creativity and differentiation The top three behavioral characteristics of the consummate salesperson are superior listening skills, the consistency of keeping promises, and the ability to build genuine personal and professional relationships with clients. 3 TOP • High-energy magnetic sheeting has twice the strength of regular 15 mil, and half the weight of 30 mil used for vehicle signs • Prints brilliant color and clarity with UV, solvent, eco-solvent, and latex ink systems • Ideal for vehicle graphics, POP displays, wall coverings and applications where lightweight printable magnetic sheeting is needed Your Best Source in the Magnetic Field PRINTABLE MAGNETIC SHEETING Learn more at magnetsource.com/thinforce or 800.525.3536 ThinFORCE TM THINNER, STRONGER & Lighter

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