Matthew Parker

Many people think that a sales script results in someone reading the script word-for-word. It doesn’t have to be like that.

If we want to get anywhere near the trading levels we were used to, we have to win new business. Here are the three myths of selling.

There is a desire to get our economies going again, but what does that mean for printing companies?

Here is a detailed look at the three stages of the CESMAR system and how to approach them.

Preparing for a negotiation with a buyer takes time and consideration. Don’t throw away your time spent.

Customers are given big incentives to purchase, but often these extras are not sold properly.

If we adopt an attitude of selling on price, then selling print becomes a race to the bottom. But, there is always a lower price.

Difference is what stops buyers looking for cheaper prices. Creating the right difference is an important part of your sales strategy.

Getting prospects to remember your sales message may be difficult, but with the right points, they’re more likely to engage with you.

The printing industry is a great industry and a great community. However, we sometimes forget that it’s all about our clients.

If everyone is talking about price, it must be the best way to win a job. Or is it?

Because clients don’t know much about the technical side of print, here is what you should do to sell your equipment instead.

Printing companies that sell standard products to buyers that choose on price have customers. Do you have clients or customers?

Here’s how one printing company encouraged me to buy on price, and three things they could do about it.

It’s hard to tell your customers about every single product and service that you offer. Here’s a tip.