[PrintOwners] I do value your helpful advice on this issue.

[Scott Cappel]

Sorry I missed you today, I was out on appointments.

I guess my response was the "less is more" style ala Ranch Wilder.

So to elaborate more.....

You pretty much hit all the best sources of training that I would 
have recommended:

Dave Fellman
Sean McCardle
Maybe Bill Cates (referral guy) http://tinyurl.com/2ae7bw

I would have thrown in Wendy Weiss, but I guess my point is you can 
lead a horse to water...but will he drink?

You say he works hard at servicing accounts....thats not supposed to 
be his job. Thats the job of a CSR to service accounts. The job of a 
salesperson is to get your butt out there and keep that pipeline of 
prospects flowing.

Meet new people, develop rapport with strangers, get "no" in your 
face a couple of hundred times.....thats the job of a salesperson. It 
sounds like that you have provided him with more training opportunity 
then most owners, and yet.....

Maybe he doesn't want to sell, maybe it takes him out of his comfort 
zone and he wants to stay where its warm and fuzzy?

95% of my success is by just showing up. Go through the motions, do 
what has to be done. Don't be sittin' at your desk when you can be 
out there meeting people... and generating new business.

There is no magic bullet, no instant success formula to be successful 
at sales. It takes hard work, dogged determination of will, and the 
ability to not take "no" personally.

Also, learning to listen well, and learning to be a problem solver 
are also critical skills for sales success.

I think after 6 years and mediocre results, you need to sit down and 
really ask him if this is what he wants to be doing.



S.


At 03:32 PM 4/30/2007, you wrote:
>***** This is a PrintOwners List Message *****
>
>You are one of the few people that I was expecting to hear some 
>helpfull feedback.  Have you had some sales training that was a key 
>element to your success or was it all self taught?  If you could 
>choose the best program for our needs, what or who would it be?
>
>Scott Cappel wrote:
>
>>***** This is a PrintOwners List Message *****
>>
>>
>>Maybe you need a new sales rep.
>>
>>S.
>>
>>
>>
>>
>>At 10:09 AM 4/30/2007, you wrote:
>>
>>>***** This is a PrintOwners List Message *****
>>>
>>>
>>>
>>>-------- Original Message --------
>>>Subject:        Need sales training and results ASAP
>>>Date:   Mon, 30 Apr 2007 13:03:26 -0400
>>>From:   Steve Fairchild <npiprinting at verizon.net>
>>>To:     Print Sales Organization <printsales at printweb.org>
>>>
>>>
>>>
>>>I am looking for some recommendations on the best sales training 
>>>available while achieving the best measurable results.  We have 
>>>worked some with phone consultations with Dave Fellman.  We have 
>>>used his tapes, letters etc. with limited results.  We have 
>>>purchased Tapes from S'ean McArdle "The Art of Printing 
>>>Sales".  Print leadership videos by Instant Copy Support Systems 
>>>and several other books, articles, etc.
>>>
>>>All of these have given us some results but we need serious sales 
>>>results.  Please send your very best information on this 
>>>subject.  We have a Sales rep. who has been with us for over six 
>>>(6) years.  He works hard on servicing accounts but does not keep 
>>>enough prospects in the pipeline to grow his business.  I do not 
>>>have adequate training skills to give proper advice but have tried 
>>>some sources as mentioned.  We live in an Extreme Rural area and 
>>>must travel to 7 counties in the State of West Virginia.
>>>
>>>We are a small company of only 6 employees including myself so we 
>>>have limited resources for this help and can not afford to waste 
>>>precious time, money and energy on maybe solutions.
>>>
>>>--
>>>
>>>Thanks,
>>>
>>>Charles S. Fairchild, President
>>>
>>>Nicholas Printing, Inc.
>>>1109 Broad Street
>>>Summersville, WV 26651
>>>
>>>1-304-872-5906 - Phone
>>>1-304-872-5923 - Fax
>>>
>>>npiprinting at verizon.net
>>>www.nicholasprinting.com
>>>
>>>
>>>
>>>
>>>
>>>
>>>
>>>
>>>_______________________________________________
>>>PrintOwners Discussion List
>>>Post: PrintOwners at printweb.org
>>>Info: http://rb.enter.net/mailman/listinfo/printowners
>>>
>>>
>>>__________ NOD32 2231 (20070430) Information __________
>>>
>>>This message was checked by NOD32 antivirus system.
>>>http://www.eset.com
>>
>>Scott Cappel
>>Sorrento Mesa Printing
>>7398 Trade Street
>>San Diego, CA 92121-2422
>>858-527-0800
>>858-527-1740 FAX
>>http://www.sorrentomesa.com
>>
>>Direct Links for Learning:
>>http://www.sorrentomesa.com/extra/educarchives.html
>>http://www.sorrentomesa.com/extra/techarchives.html
>>http://www.sorrentomesa.com/extra/infoarchives.html
>>
>>Authorized QuarkAlliance Solutions Provider
>>Authorized Adobe Solutions Network Provider
>>Corel Approved Service Bureau Strategic Level
>>Authorized Microsoft Publisher 2003 Solutions Provider
>>
>>Commercial and Digital Color Printing for San Diego
>>
>>_______________________________________________
>>PrintOwners Discussion List
>>Post: PrintOwners at printweb.org
>>Info: http://rb.enter.net/mailman/listinfo/printowners
>>
>>
>
>--
>Thanks,
>
>Charles S. Fairchild, President
>
>Nicholas Printing, Inc.
>1109 Broad Street
>Summersville, WV 26651
>
>1-304-872-5906 - Phone
>1-304-872-5923 - Fax
>
>npiprinting at verizon.net
>www.nicholasprinting.com
>
>
>
>
>_______________________________________________
>PrintOwners Discussion List
>Post: PrintOwners at printweb.org
>Info: http://rb.enter.net/mailman/listinfo/printowners
>
>
>__________ NOD32 2231 (20070430) Information __________
>
>This message was checked by NOD32 antivirus system.
>http://www.eset.com
>

Scott Cappel
Sorrento Mesa Printing
7398 Trade Street
San Diego, CA 92121-2422
858-527-0800
858-527-1740 FAX
http://www.sorrentomesa.com

Direct Links for Learning:
http://www.sorrentomesa.com/extra/educarchives.html
http://www.sorrentomesa.com/extra/techarchives.html
http://www.sorrentomesa.com/extra/infoarchives.html

Authorized QuarkAlliance Solutions Provider
Authorized Adobe Solutions Network Provider
Corel Approved Service Bureau Strategic Level
Authorized Microsoft Publisher 2003 Solutions Provider

Commercial and Digital Color Printing for San Diego