Sales isn’t just about being able to meet the stated needs of the prospect. Sales is a dance that starts with a gut feeling. First gain trust and show respect. Only then will your prospect be tuned into your intellectual pitch.
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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.
WhatTheyThink is the global printing industry's go-to information source with both print and digital offerings, including WhatTheyThink.com, WhatTheyThink Email Newsletters, and the WhatTheyThink magazine. Our mission is to inform, educate, and inspire the industry. We provide cogent news and analysis about trends, technologies, operations, and events in all the markets that comprise today's printing and sign industries including commercial, in-plant, mailing, finishing, sign, display, textile, industrial, finishing, labels, packaging, marketing technology, software and workflow.
By David Pilcher on Apr 08, 2011
Great article Jennifer!
By Steven Amiel on Apr 08, 2011
apart from reverse auctions, most purchasing decisions are made emotionally, not intellectually. Good sales people do not sell people, they develop advocates who are committed to helping you win.
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