Comments on: Keep Those Cards and Letters Coming http://www.billprintbroker.com/2009/04/keep-those-cards-and-letters-coming/ Printing, Publishing, and Observations Thu, 26 Jan 2012 22:40:00 -0700 hourly 1 http://wordpress.org/?v=3.1.1 By: Bill http://www.billprintbroker.com/2009/04/keep-those-cards-and-letters-coming/comment-page-1/#comment-120 Bill Wed, 22 Apr 2009 11:39:23 +0000 http://www.billprintbroker.com/?p=950#comment-120 Thank you Jeff for your comment on my Talking Through My Hat blog. Your points were right on the money. It astounds me that some of these in-the-box sales people manage to hang on year after year, all the while giving a bad name to the rest of us who really do try to offer professional service. Thank you Jeff for your comment on my Talking Through My Hat blog. Your points were right on the money. It astounds me that some of these in-the-box sales people manage to hang on year after year, all the while giving a bad name to the rest of us who really do try to offer professional service.

   0 likes

]]> By: M Brenk http://www.billprintbroker.com/2009/04/keep-those-cards-and-letters-coming/comment-page-1/#comment-114 M Brenk Mon, 20 Apr 2009 23:00:51 +0000 http://www.billprintbroker.com/?p=950#comment-114 You are absolutely correct. When was the last time anyone said something different. I sold segments within printing for many years and it wasn't until I shut up and begin to ask questions and 'listen' to my customer did I realize that is the only way to get to the heart of the customers problem and pain.....otherwise you all sound alike. I recruit now in some areas of the print industry and it's still surprising how sales people still say the same thing over and over again. MB You are absolutely correct. When was the last time anyone said something different. I sold segments within printing for many years and it wasn’t until I shut up and begin to ask questions and ‘listen’ to my customer did I realize that is the only way to get to the heart of the customers problem and pain…..otherwise you all sound alike.

I recruit now in some areas of the print industry and it’s still surprising how sales people still say the same thing over and over again. MB

   0 likes

]]> By: Desirae Woofter http://www.billprintbroker.com/2009/04/keep-those-cards-and-letters-coming/comment-page-1/#comment-111 Desirae Woofter Mon, 20 Apr 2009 21:32:05 +0000 http://www.billprintbroker.com/?p=950#comment-111 I agree these are all typical responses from print sales reps and with each job being custom manufactured and different from the next it's hard not to rely on these go to's. It's not like we're selling a one time widget here. They are all valid points but not measurable when just used in a sentence. I would say the proof is in the pudding. If I say we have great quality then I should be able to back that up with a specific story of how our quality wow'd a buyer and won out the competition. If a customer tells me they have quality issues I always ask them to tell me about it specifically. Instead of going into the typical we are quality spiel. Then I can determine what their expectations of quality are. Once I understand that. I'll come with a specific time I've helped a client in a similar situation resolve their quality issue. I'm a big believer in "you get what you pay for" and all three of these "go to" responses should be looked at together and independently when sourcing a project. I wouldn't want to hear we have great service. I want an example of great service that is relevant to me! I agree these are all typical responses from print sales reps and with each job being custom manufactured and different from the next it’s hard not to rely on these go to’s. It’s not like we’re selling a one time widget here. They are all valid points but not measurable when just used in a sentence. I would say the proof is in the pudding. If I say we have great quality then I should be able to back that up with a specific story of how our quality wow’d a buyer and won out the competition. If a customer tells me they have quality issues I always ask them to tell me about it specifically. Instead of going into the typical we are quality spiel. Then I can determine what their expectations of quality are. Once I understand that. I’ll come with a specific time I’ve helped a client in a similar situation resolve their quality issue. I’m a big believer in “you get what you pay for” and all three of these “go to” responses should be looked at together and independently when sourcing a project. I wouldn’t want to hear we have great service. I want an example of great service that is relevant to me!

   0 likes

]]> By: Jeff Bowe http://www.billprintbroker.com/2009/04/keep-those-cards-and-letters-coming/comment-page-1/#comment-104 Jeff Bowe Sun, 19 Apr 2009 19:26:04 +0000 http://www.billprintbroker.com/?p=950#comment-104 I had a rep ask the obnoxious "so out of the three--price, service, and quality--which is most important" question to a huge prospect when I was sitting next to him. I tried to kick him but he was out of reach. Can you believe he did it again four minutes later! I wanted to put a noose on him the way he had on our call. Ugh. Even worse--when I asked him in the parking lot about it, he didn't even remember asking it the first time. Did I mention he had a short career with us? Ok, so what SHOULD you ask? Ask: Who are trying to communicate with? What is most important to them in their life? What else are you doing for multi-mode communication of the same message? What are you hoping they do as a response to receiving your communication? How is this working so far? Learn to be a marketing consultant, and not just a print salesperson. Help your customer think out loud and solve problems that they normally don't think enough about...and you'll have the relationship that you both need. I had a rep ask the obnoxious “so out of the three–price, service, and quality–which is most important” question to a huge prospect when I was sitting next to him. I tried to kick him but he was out of reach. Can you believe he did it again four minutes later! I wanted to put a noose on him the way he had on our call. Ugh. Even worse–when I asked him in the parking lot about it, he didn’t even remember asking it the first time. Did I mention he had a short career with us?

Ok, so what SHOULD you ask? Ask:
Who are trying to communicate with?
What is most important to them in their life?
What else are you doing for multi-mode communication of the same message?
What are you hoping they do as a response to receiving your communication?
How is this working so far?

Learn to be a marketing consultant, and not just a print salesperson. Help your customer think out loud and solve problems that they normally don’t think enough about…and you’ll have the relationship that you both need.

   0 likes

]]> By: Mel Edwards http://www.billprintbroker.com/2009/04/keep-those-cards-and-letters-coming/comment-page-1/#comment-99 Mel Edwards Fri, 17 Apr 2009 11:59:29 +0000 http://www.billprintbroker.com/?p=950#comment-99 You make the same point several times, but with no solution. What should a buyer be asking or looking for instead of the big three that all printers claim to have? You make the same point several times, but with no solution. What should a buyer be asking or looking for instead of the big three that all printers claim to have?

   0 likes

]]>