Product Combinations Yield Profitable Results
Reid noted, "It's definitely a solution sell. Research how the form and label are used, how long the label needs to last, the environment it's used in, what type of printer the customer uses and how you can transition two products into one." Once you've successfully made the transition with the customer's form, you've also made a transition in the customer's mind. "Now, they'll look to you for solutions, not just a price," Reid said.
By Janet R. Gross