How are you selling today? Are you using one of the common sales methods like Challenger or SPIN, or is the team a pack of lone wolves working assigned territories, named accounts, and opportunities using whatever method works for them? Or are you a hybrid? Did your team years ago train on one of the sales methodologies, but since then have diverged into their ownmethods? Any of these can work! With the appropriate accountability and oversight, anyselling method can be effective. The question is, does the current method lead to more of a struggle to close sales or expand offerings than is warranted? Is there something that can be done to enhance whichever sales method is used?

The answer is a resounding yes!

Sales methods are great as far as they go, but each one benefits from having a compendium of stories that will intrigue and entice buyers. No matter what type of job a customer may need printedor what kind of campaign they want to develop, you can move the process along with examples and samples that support their goals and even expand on what they require. Now that you have looked at the samples you are using and done some research into the categories of work you do each month (you did the homework assigned in part 1 of this series, right?), thenext step is to determine what print samples currently in use need to be consigned to the recycling bin, and which need to be bolstered with excellent stories.