Selling Promotional Pens

Even the most seasoned sales veterans sometimes forget that they are selling the benefit of a certain product rather than the actual product.

Promotional pens are everywhere. You see them on desks, in office buildings, and at your local retailer. Many of the pens you see our advertising businesses or services other than the building in which they are found.

In essence, this is the beauty of promotional pens. They are an easy and very affordable marketing tool. Normal sales relationships occur between a client at a supplier. In the case of the sale of promotional pens, the relationship tends to be between two salespeople. So how does one salesperson sell promotional pens or other marketing material to another salesperson?

When it comes to sales, the rules are the same regardless of the client. As a salesperson, you have to remember that you are not selling pens. Think about that. You are not selling promotional pens. Rather, you are selling what the pens can do for your client. For example, a client may consider new marketing materials such as promotional pens in an effort to increase sales. The client does not want pens; he or she wants the increased advertising and awareness that promotional pens can provide as a means of attracting new customers.

Even the most seasoned sales veterans sometimes forget that they are selling the benefit of a certain product rather than the actual product. Here are a few approaches to help you sell more marketing products such as promotional pens:

1) Get to know your prospects. Find out what they are trying to achieve, what their goals are, and think about ways you can help them achieve those goals. More specifically, think about how your products, promotional pens, can contribute to those objectives and put those thoughts into words – preferably, the words your client has used to describe what he or she hopes to achieve.

2) Contact your clients periodically for purposes other than sales. This may mean sending a card for special occasions, or calling or e-mailing them to let them know that you saw their latest sales figures and wanted to congratulate them. By communicating with your clients without trying to sell them something, you are helping to ensure that they will be more willing to speak to you later on when you do want to sell them something. You are removing the brush-off barrier that many salespeople find insurmountable.

3) Avoid the numbers. You will be more successful in selling marketing items such as promotional pens if you can convince a client that he or she needs your product in order to achieve his or her goals – before you discuss price. If you are able to do this, you have a better chance of having a client see the value of what the promotional pens can do for his or her business, rather than just the dollar figure you present. If you're really successful, your client will feel like he's getting a bargain!

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