Focus more on solving, and less on selling.

You’re doing it wrong.

A recent conversation with a sales rep went something like this:

Me: “How did your meeting with the Acme company go?”

Rep: “I talked them into going with the most expensive option!”


Talking a customer “into” something isn’t selling.

This approach will keep you in the vendor lane.

Your goal is to present customers with different options at various price points and explain the advantages and disadvantages of each.

If you do it often enough over time, you’ll become the go-to for your clients’ print, promo and apparel needs.

As a sales rep, your role is more than selling products. It’s to solve your clients’ branding challenges.

Shifting your focus from selling to solving will propel you to become a trusted advisor.

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