All New PUBLISHING UNIVERSITY: November 4-6, 2007
Sales Track
Session 1:
November 5, 8:30-10 am
Speaker: Tony Witter
Session Title:
Mastering Your Customers’ and Buyers’ Buying Habits
(shhhh…..there’s a difference)
Session Summary:
Who Is Your Customer
Speaker Bio:
Tony Witter has been in publishing since 1989 and has well rounded sales experience as he started his career as a tele-marketer. Since that time he has held various sales positions both inside and outside publishing and gift companies. From tele-marketer, to Sales Manager, to VP of Sales to outside Key Account Representative of which he currently holds that position of President of Witter Marketing Group.
“It’s the power of relationship”, that has helped Tony to achieve success in his career. Too much of what we typically terms as “sales success” is based on representing the publisher. As a sales person we do have a responsibility to uphold the expectation of our employer, however, part of that equation is working for the customer to maximize the relationship so that everyone’s sales grow. As sales people we are commissioned to grow sales for everyone which can be done by knowing who you are and who your customers and buyers are. That is the ultimate win!
Session 1:
November 5, 8:30-10 am
Speaker: Tony Witter
Session Title:
Mastering Your Customers’ and Buyers’ Buying Habits
(shhhh…..there’s a difference)
Session Summary:
Who Is Your Customer
- Know their business/who their customer is/where their stores are
- Know their sales (what they do well with)
- Know their departments/codes
- A brief but effective “cheatsheet” for meeting preparation
- Find the need for each title
- Find the department
- FIND A HOME
- Start with THEIR “A” titles, not YOUR “A” titles
- Know your sales both to them and overall sales
- Know their buying seasons
- Know their work habits
- Tailor make your presentation to both the customer and the buyer
- Take the extra steps to follow up to the BUYER
- Build a solid relationship personally and professionally
Speaker Bio:
Tony Witter has been in publishing since 1989 and has well rounded sales experience as he started his career as a tele-marketer. Since that time he has held various sales positions both inside and outside publishing and gift companies. From tele-marketer, to Sales Manager, to VP of Sales to outside Key Account Representative of which he currently holds that position of President of Witter Marketing Group.
“It’s the power of relationship”, that has helped Tony to achieve success in his career. Too much of what we typically terms as “sales success” is based on representing the publisher. As a sales person we do have a responsibility to uphold the expectation of our employer, however, part of that equation is working for the customer to maximize the relationship so that everyone’s sales grow. As sales people we are commissioned to grow sales for everyone which can be done by knowing who you are and who your customers and buyers are. That is the ultimate win!
Tony Witter
Witter Marketing Group