Sales Clinic: Teach the Kid, Not the Lesson
You have to sell the customer, not the printing company. So ask yourself if you are locked into a presentation style as opposed to a consultative selling style.
Dave Fellman is the president of David Fellman & Associates, Cary, NC; a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact Dave by phone at 800-325-9634 or by email at dmf@davefellman.com. Visit his website at www.MyPRINTResource.com/10004781.
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