Blog

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Aligning Sales and Production for Greater Growth

Submitted by kkimerer on May 3, 2019

Smart print service providers (PSPs) align their products and services to the needs of the markets that they serve. Investing in a new technology like production inkjet often results in improved productivity and reduced operating costs, enabling PSPs to better serve their clients. Even more importantly, each new generation of technological investments will likely bring increased innovation and a wealth of new capabilities that can create market differentiation.

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Digital/Inkjet Sales Presentation

Submitted by Bill Farquharson and Kelly Mallozzi on May 2, 2019

You did it!

You worked and worked and worked. Phone call after phone call after postcard after drop-by after email after social media stalking…and it has now paid off: You’ve got your first appointment with a new potential customer for your digital/inkjet printer equipment! Congratulations! Woo-hoo! Let the doves loose! But…

Now what?

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What to Do Before You Get the Appointment

Submitted by Bill Farquharson and Kelly Mallozzi on April 24, 2019

What if you knew that your success during a sales presentation on digital/inkjet printing was predetermined? That is, what if it was the steps you took prior to walking in the door that accounted for the success or failure of the meeting? In fact, this is exactly the case. In addition to knowing what you are going to say, you must also think about what you might hear and be ready for response.

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Customer Objections: Essential to Advancing the Sale

Submitted by Barb.Pellow on April 18, 2019

Customer objections are an unavoidable part of selling. While many sales reps often think of a customer objection as rejection, it is not. A sales objection is a request for more information, not a refusal. Successful sales reps view objections as an opportunity to provide customers with thoughtful responses to alleviate concerns, change minds, and win customers. Overall, sales objections are an opportunity to advance a sale and should be viewed as:

  • Signifying customer interest

  • Indicating customers don’t have adequate information

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The Need to Up Your Sales Game

Submitted by Bill Farquharson and Kelly Mallozzi on April 16, 2019

Years ago, a print company in Vancouver bought one of the first black-and-white digital print pieces of equipment. It was a big deal. The equipment manufacturer made a lot of noise about the purchase. There was an open house, complete with balloons and confetti and wine and cheese, and all new marketing materials were sent out to announce the availability of this new technology.

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