How to Make a Sale: A Print Buyer Weighs In

I have been involved in print one way or another since 1998, and I have heard many sales pitches. Sad to say, in all that time, I'm still seeing the same mistakes repeated by reps trying to get that new account—and just blowing it. I have put together some pointers, based on my own experiences and those of others, which I've both witnessed and heard about. It's not my intention to tell you how to do your job, and I don't claim to speak for everyone in a position like mine.