Image Tech Industry learns crucial info on Pleasing Clients and Managing Vendor Relationships

LAS VEGAS, NV | Aug 05, 2008 | PBR’s own Paul Cherry has contributed two articles to the Smart Biz section of Imaging Spectrum Magazine, a monthly publication serving the imaging supplies industry. The July 2008 issue features Paul’s article Change Partners and Dance: Getting Customers to Reconsider Vendor Relationships. In this article, Paul explains how wooing a prospect is like trying to get someone to change dance partners. The salesperson has to find the qualities the prospect wants in a supplier, build on it and open the mind of the customer to other options.

In the August 2008 issue, page 33 features Paul’s article In Challenging Times, Pleasing Clients is Crucial. Here, Paul reveals what you need to know about how and when to change your marketing and sales strategies. If the market and your clients tell you they are looking for something different than what you’re offering, the best move may be to give them what they’re asking for, rather than trying to sell them on what you have.