Sales Relationships : Don’t Cut Out Print Buyers

“One thing we all agree on is that the earlier you get the professional providers involved (in a project), the better chance of success you as a customer will have,” Dana says.

“The most sophisticated buying professionals know that. I’ve polled these people; most have 10- to 15-plus years of experience, and they get it. Don’t underestimate them; they know an awful lot,” she adds. “They get their service providers involved very early on. (Print buyers) who are brand new don’t know, however. How experienced the customer is will tell a printing (sales) rep an awful lot. You need to have selling strategies for each.”