The most successful salespeople are those who ask and understand their customer’s goals and objectives. Why do your customers need to produce labels, packaging and signage? Why do they choose your firm for their production projects? These are basic questions. The most effective salespeople regularly ask and have clarity about what is most important to key customers. Great salespeople can articulate the customers’ ‘why’. 

Salespeople who ask and understand why customers need print and know how the projects in your shop are related to larger business goals.

The excitement and agony of college basketball and March Madness are almost here. I’m reminded of the many conversations with my sport-loving husband about his favorite teams and their strategies for success. Many discussions center around the ability to move the ball forward in basketball and football, or moving the runner along in baseball.