- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
01/10/2024
A Different Sales Approach
I don’t think this is an original thought, but my friend Kelly Mallozzi often says, “if you keep doing what you’re doing, you will keep getting what you’re getting.”
Entering a new year, we make pledges and promises. We set goals. The common denominator comes down to one word: Different. That is, what will you do this year that is different from what you did last year?
In answering this question, your mind might go to sales activities: more calls, more new business, etc. Or, you might think of your target market differently and go after a different kind of account or a different sized company. What I am suggesting is you get more basic than that.
I want you to re-frame WHAT you do and think of it in a completely different manner.
Start here…
Someone asks what you do for work. What is your answer? Is it, “I sell print/signage/labels/promo…?” Are you a bit more grandiose and say, “I am in the graphic arts”?
While that is your job, it’s not what you actually do. What you do is to help your clients grow. You help customers find their customers. You help them differentiate. You solve problems. You find solutions. It just so happens the tools used to solve these problems are print/signage/labels/promo.
Why is this even a thing? Why is it important?
Because people who sell print/signage/labels/promo quote numbers, sell on price, and have temporary client relationships. Those who see what they do in a different light sit at the ‘Cool Table’, consult with clients, and win their orders based on ideas. Their opinions are sought after. They form life-long bonds with customers.
You are one simple mind-shift away from joining them.
So, I will ask you again, What do you do?
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
FINAL CALL: ENCORE 2026 Is Just Days Away!
This is it! The 2026 ENCORE Leadership Conference is just days away, and time is running out to get yourself and your emerging leaders in the room. Six sessions. One powerful day. Ideas your team can put to work immediately.
Read MoreLAST CALL FOR GOLFERS: There’s Still Room on the Tee!
Been meaning to register? Consider this your reminder! The 21st Annual GMA & Sterling Distribution Golf Tournament is just days away, and we still have room for a few more golfers. Grab your clubs, grab your team, and join us October 6 at Royal American Links!
Read MoreGMA Member News: Brothers Printing Begins an Exciting New Chapter
We’re excited to share some great news from longtime GMA member Brothers Printing. After more than a century of serving customers, the Cleveland company is entering its next chapter by joining forces with Foote Printing, bringing together two Cleveland-rooted companies, expanded capabilities, and the same trusted team and commitment to service.
Read MoreMichigan Members: A Limited-Time Opportunity to Take Control of Natural Gas Costs
Michigan members have a unique opportunity through GMA’s partnership with TogetherSolve to gain greater predictability over natural gas costs before winter arrives. The window to participate is limited, so now is the time to explore whether this opportunity makes sense for your operation.
Read MorePRINTING United 2026 Showcases the Energy and Momentum of Our Industry
Congratulations to PRINTING United Alliance on another successful Expo! GMA President Andrew Schall joined thousands of printing professionals in Las Vegas for an impressive showcase of technology, innovation, and industry connection, while spending valuable time with GMA members and partners from across the country.
Read MoreWhy New Reps Fail
Bringing a new sales rep onto your team takes time, investment, training, and a whole lot of hope that you made the right hire. But hiring the right person is only the beginning. This week, Bill Farquharson looks at what can derail a new rep’s success and what sales leaders can do to give them a better chance of succeeding.
Read More