Sales Relationships : Don’t Cut Out Print Buyers

“That’s where salesmanship comes in, and I think it’s a matter of trust,” Farquharson remarks. “When dealing with a buyer, I can quote a job, but the best way for me to help a client is to understand how the printed piece works. There are two costs associated with any printed piece: the cost of buying it, and the cost of using it. Every print sales rep on the planet focuses on the purchase price. The ones who are selling profitably are focusing on the usage costs.