Gaining Sales Advantages —Morgan

With this in mind, here are some tips from our print buyer members on how sales reps can fine tune their skill sets to gain credibility and maintain customer loyalty:

• Don’t drop by unexpectedly. Seventy-one percent of print buyers said it is not appropriate for printing sales reps to “drop by” in an attempt to circumvent scheduling an appointment. Most print buyers believe this behavior shows a lack of respect for their time—and a lack of professionalism on the part of the salesperson.