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Print Production Sales 101

AP Art Post (Guest)
With Print Production units at the top of everyones mind, plus the fact that there are still pages capture from Presses. I'd like to start a thread dedicated to helping us how to sell in the Print Production Market.

For years I've sold copiers to print/copy shops/news paper companies (both big and small), but I really never made the move to the large CRD (Central Reprographic Departments), Corporate Print Centers, and Backroom Printing. I'd like to learn more also.

So, please chime in with some threads about your success and what type of knowledge is needed to succeed in the print production market place.
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M mexpedipMember
I would suggest that it is as important to understand the industry you are working with as it is to understand your product/service/solutions offerings. To use commercial print as an example, make sure you understand your customers long term goals and take those into account. What do I mean by this? Is your customer interested in status quo, do they know about or understand the trans-promotional initiatives, are they trying to transition more into digital print or are they trying to drive more offset, who are their main customers?
Nothing I have listed should be considered revolutionary. It all goes back to the cliche' of "consultative selling". In the case of being a successful production print sales person there's no separation between a consultative approach, industry (including product)knowledge and being a subject matter expert. It's not a small task and should be reserved for someone who truly enjoys the production print arena. Fortunately the copier sales industry helps us identify the correct people. Just look for the sales people who are regularly placing production print devices or solutions.
AP Art Post (Guest)
quote:
Originally posted by mexpedip:
I would suggest that it is as important to understand the industry you are working with as it is to understand your product/service/solutions offerings. To use commercial print as an example, make sure you understand your customers long term goals and take those into account. What do I mean by this? Is your customer interested in status quo, do they know about or understand the trans-promotional initiatives, are they trying to transition more into digital print or are they trying to drive more offset, who are their main customers?
Nothing I have listed should be considered revolutionary. It all goes back to the cliche' of "consultative selling". In the case of being a successful production print sales person there's no separation between a consultative approach, industry (including product)knowledge and being a subject matter expert. It's not a small task and should be reserved for someone who truly enjoys the production print arena. Fortunately the copier sales industry helps us identify the correct people. Just look for the sales people who are regularly placing production print devices or solutions.


great first post!
Color1Color1Elite P4P'er VIP
I agree totally with the previous post. I recently went on an appt. with someone who is specifically trained on the production units by Ricoh. Any of us who have been selling Ricoh or Savin for a number of years, knows how to point out the features and benefits of any of our devices. The success of this appt, was based on relating to the pains of a commercial printer. This person knew what buzz words to use, and what buttons to push. That in turn was applied to the new Ricoh production line and how it could alleviate some of those pains. I would recommend anyone trying to sell the production line, needs to learn or have some training related to the commercial print market. Knowledge is the key.

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