Solution selling

How to Lose a Print Sale (and never be invited back)

Posted by Roger P. Gimbel, EDP on Dec 16, 2022 11:37:16 AM

 

Anyone selling print today using the methods they learned ten years ago (or more) is going to run into difficulties. The pandemic changed the way people feel about work and time. That’s what brought on the Great Resignation and Quiet Quitting phenomena. Print buyers, who may hold positions in marketing or the executive suite, place a high value on their time and they aren’t very tolerant of people who waste it.

It can take dozens of attempts to secure a meeting with a prospective customer. When you’re finally in the room with a decision-maker, don’t make mistakes that will cause them to end the meeting or deflect any attempts at following up.

Read More

Topics: consultative selling, solution selling, news, selling print, print sales, print sales people, customer acquisition

How to Switch to Solution Selling

Posted by Roger P. Gimbel, EDP on Mar 5, 2018 9:00:00 AM
As your organization transitions from selling products and print jobs to selling solutions, your sales techniques must evolve. The ultimate value of a print solution is not the printed product. It is the actionable results that come from the print. These results help your clients grow and achieve their specific business goals.
 
This post is all about making those sales process changes. If you follow these guidelines, your sales performance will improve.
 
It Starts Before the First Sales Call
 
Before you begin calling on prospects, answer these questions:
 
Why do customers buy from your organization?
  • What can you do that others cannot? What case studies or testimonials can you use?
  • What skills or business practices differentiate you from competitors?
Read More

Topics: sales, solution selling

Subscribe Here!

Recent Posts

Posts by Tag

See all