Buyers’ Great Expectations —Dana

It sounds counterproductive to you, a salesperson, but my thought is this: your competitors are doing this in hopes of getting your customers to "switch." It might work. Better to talk over ways to make customers' jobs more cost-effective. This will serve you in the long-term.

Print buyers expect to feel like they're your Number 1 customer. All of them. At any one time. Realistic? Of course not. But part of the dance that salespeople must do is to make each client feel special, and that each has your undivided attention. No other work is more important to you. Your role is to shepherd their job through to a safe, on-time delivery. Their trust is in your hands. Focus on each customer when you're talking to them.