Sales techniques

Has anyone ever enjoyed a session of Death by PowerPoint? If your sales reps are still focusing on speeds, feeds, and other dry factoids during client presentations, chances are high they’re not delivering a message that resonates.

While facts still matter and need to be communicated, a more compelling approach is to weave them into stories that hold your clients’ attention and truly engage them.

Why Stories?

Stories sell better than facts, it’s that simple. When we listen to stories, we use more complex areas of our brain; we engage our emotions; we find it easier to remember content and data, and we stay focused. We’re all people and we all like a good story.

Like the rest of us, print buyers have come through a challenging time. COVID has surely affected their jobs, and the profession itself has changed as print’s place in the marketing spectrum has evolved.

Today’s buyers include highly experienced professionals who understand the technicalities of print and are fascinated by equipment, and newly minted entrants who are likely to be digital natives or marketers without a great deal of printing experience. For them, buying print is not a primary function, but only one task in a broader portfolio. And let’s not forget that a lot of print buying has moved online.