Good morning!

Most salespeople begin prospecting by asking, “Who buys the printing?”

That seems logical. Find the buyer, gain an appointment, obtain something to quote, and begin the race to the bottom. Woo-hoo!

Perhaps we are starting with the wrong question.

Before searching for the “Who,” find the “What.”

What is the company trying to accomplish? What business challenge is it facing? What outcome does it need? What opportunity is it pursuing?

If you begin by finding the print buyer, you limit yourself to “selling print.”

Find the business objective first and you give yourself a chance to sell ideas.

The “Who” still matters.

Just make certain you understand the “What” first.

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And What do you want? More sales? Good news! We know Who can help: Bill Farquharson and his Sales Vault. Get details here or call 781-934-7036.