Tips on how Commercial Printing sales reps can fine tune their skill sets.

They want to be offered alternatives they may not have considered. Surprisingly, 99 percent of buyers are open to suggestions that may help improve the results of the print project, even if the cost of the print job is increased as a result.

• Keep the client posted. A good rep is one who will be communicative in all stages of the project. As one print buyer put it, “Good personal rapport is nice, but competency is a must. The rep is the liaison between me and their shop. I need to be able to count upon our rep to communicate the needs of our agency, the specs and deadlines of jobs, and to keep me informed.”