Printing these days isn't just ink on paper anymore. Unfortunately, many print sales reps do not understand this. Let me explain what I mean:
When I meet with someone for the first time, one of the first questions I ask them is not "What sort of printing do you do?" or "Can I quote this piece for you?". Rather, I ask them "what are you doing to market yourself or your clients?" By looking at the bigger picture, I am more able to assess my client's needs and point them in the right direction. After all, why would I try to sell them something that wasn't beneficial to them?
You guys have all heard the saying, "Joe sure is a good salesman. He could sell an ice machine to an eskimo." If Joe would stop to think for a second, he would realize that in a few months when the novelty of owning a new ice machine wears off, little eskimo man will be sitting in his igloo with a huge invoice and probably some frostbite! So call me whatever you want, but unlike Joe, I'm taking my ice machine to Hawaii where I know I'll be giving customers what they need and want!
Tip of the day: Stop selling and start consulting!
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