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Good morning!
When an existing customer calls you, do they say “I need to get a price” or “I need your help with the project?”
Make it your goal to achieve the latter, not the former.
The rep who is asked about pricing might enjoy a customer relationship that includes wide variety of items sold, but they will lose that account on price.
The rep who is seen as a solutions provider is seen as a resource to the company because of his or her demonstration not only of their signage knowledge, but also customer knowledge and as such, their future is far more secure.
Study your top customers as if there’s a final exam coming up. Because you know what?
There is.
