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How Would You Sell Against Yourself in Your Largest Client?

When I interview print sales representatives and ask them why their customers do business with them, they almost always say because we have a great relationship, our service is great, and our people are great. Relationship selling is a very common way to sell.

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About Jennifer Matt

Jennifer Matt is the managing editor of WhatTheyThink’s Print Software section as well as President of Web2Print Experts, Inc. a technology-independent print software consulting firm helping printers with web-to-print and print MIS solutions.

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