Get enthused about your customer's business!

Printers on average get great marks for meeting deadlines and delivering to specifications; both core satisfiers or basic requirements for maintaining clients. What turns a printer from supplier to strategic partner is your ability to get involved in and understand your customer's business. One in 10 print buyers feels their printer is not enthusiastic about their business nor cares what they are about. The more you know about their goals, challenges and strategic direction, the better you are positioned against your competition. Pretty basic stuff, right? Print salespeople must ask exploratory questions beyond the print job. Customers love ...

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