NAIL THE SALE

Keep It Simple.

There are times when a salespersons excitement and enthusiasm about the digital print and cross media applications can work against them. This typically will happen if you try to oversell and thereby complicate an opportunity. For example, while a web to print application with custom messaging may be a perfect solution for a retailer to offer their entire chain locally, understanding who and what is involved in getting it off the ground can make the difference of whether the project happens or not. If a manager perceives the project is more complicated or time consuming to implement than keeping the status quo, they will not engage no matter what the benefit.

The takeaway-
The difference between a great program that happens and one that never seems to get off the ground very often the how the project is presented and managed. A good sales person needs to be sensitive to the organization he is selling into. This includes who the stakeholders are and the miles stones and hurdles that need to keep it moving along. When done right, the project is in bite sized tasks where success can be easily achieved and measured.