Here is a detailed look at the three stages of the CESMAR system and how to approach them.
Profitable Printing Relationships
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
Mike Philie leverages his 28 years of direct industry experience in sales, sales management and executive leadership to share what’s working for companies today and how to safely transform your business. Since 2007, he has been providing consulting services to privately held printing and mailing companies across North America.
Mike provides strategy and insight to owners and CEOs in the graphic communications industry by providing direct and realistic assessments, not being afraid to voice the unpopular opinion, and helping leaders navigate change through a common sense and practical approach.
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.
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