DeWese--Print Buyers Speak Their Minds

None of them was holding back, so I asked them, "What things would disqualify a printer?"

Now the group was relaxed and into the process, and they began to respond spontaneously by raising their hands.

One by one, they opened up about their dislikes and the deadly mistakes a printer can make to lose their favor. They also talked about the sales behavior of sales reps during the prospecting process. These comments ranged from a salesperson's behavior on a first call to the voicemail sales pitches left by prospecting salespeople.