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In a previous blog, we detailed the wealth of competitive intelligence that is available to aid your marketing efforts, such as data on what potential customers are buying, how competitors are exploiting the markets you’d like to be in, the market segments that present growth opportunit

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.

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?

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.

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