The Knowledge: Giles Foden, Quantum Print and Packaging

Network with your existing customers. This helps you become invaluable to them.

There is no substitute for enthusiasm. A follow-up sales call needs to be upbeat and optimistic to lead to negotiation and sales.

Use your company’s combined experience. Take time to learn the key strengths of the staff in your own business and use these strengths correctly to encourage self-motivation.

Courtesy. It is as important to thank your customers for their business as it is to thank your colleagues for their help.

Follow up. Be pro-active in your follow-up to customers’ orders. Too many sales people forget about existing customers and move on to the next prospect.

Address problems quickly. A problem never disappears when ignored. Address it quickly to solve it. Only then find the cause, learn from it and apply measures to prevent any repeat.

Avoid secrecy. The better the knowledge, the better the performance. Secrecy can demotivate and demoralize people.

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