Dream accounts are those high potential prospects that would have a huge impact on sales and compensation. Every printing salesperson and printing company owner has at least one dream account within their local geography. It is in these accounts that there is a perfect fit and large potential for what the print provider sells.
Five Strategies to Improve Prospecting
Like anything else in business, it’s always good to take stock of what’s working and what is not. Sales prospecting is one of those areas that always needs attention. Prospecting is an activity required by salespeople to generate new leads. That means moving the most likely candidates for printing products or services from unaware suspects to hot and likely to buy prospects. Prospecting is definitely a vital skill to develop to be successful in selling.
Sales Strategies in a RFP World
10 Steps to Selling Financial Value
In every print-based sale, from a simple brochure to a com-plex cross media campaign, printing salespeople must be able to justify the sale financially. Creating the coolest or most interesting print program in itself is not enough to close business. Every order requires the ability to sell the job financially, as well as convince the customer that the printer has the ability to print the job well.
Whether it is justifying the cost of print by providing the lowest price, comparing achieved benefits, using an ROI calculation, or showing a fast financial payback, great print salespeople are skilled at selling financial value.