Consultative selling solution selling

How Do Your Customers See You?

Posted by Roger P. Gimbel, EDP on Sep 17, 2019 1:04:47 PM

If you ask print salespeople about the most important things they should bring to a meeting with prospective clients, they might mention items such as print samples, company brochures, or sales pitch slide decks.

Gimbel & Associates interviewed print buyers about their experiences with printing company sales representatives and discovered that many print service providers were using sales approaches anchored in objects like these. Unfortunately, the things that matter the most to the print buyers were often missing from conversations with print service providers courting them for their business.

In our eBook “From the Other Side of the Desk” we provide printing company executives and their sales teams a rare look at the how customers perceive interactions with the sales people who came calling.

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Topics: sales process, consultative selling, solution selling, news, eBook, sales follow up, From the Other Side of the Desk

Get Your Copy of the Print Buyer Perspective

Posted by Roger P. Gimbel, EDP on Oct 25, 2018 12:27:43 PM

If you missed our blog, "From the Other Side of the Desk," then you missed getting your FREE DOWNLOAD of our eBook.

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Topics: consultative selling, solution selling, print buyers

Getting to Yes

Posted by Roger P. Gimbel, EDP on Jun 23, 2017 10:29:21 AM
Impact Sales Performance
Printing companies used tried and true sales strategies in the 80’s and 90’s, but those techniques are yielding fewer results today. Print service providers need new strategies to stand above the competition and attract business that spurs growth. At Gimbel & Associates we’ve been teaching print industry salespeople how to react to the ever changing business environment in which they find themselves, with great success.
The process is evolutionary. Companies don’t change overnight, but we’re sharing helpful tips that can have an immediate impact on sales performance. These ideas will encourage customers to say “yes” more often.
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Topics: sales, consultative selling, solution selling, getting to yes, challenger sale, sales strategies

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