Sales expert: give clients ‘an experience they can’t get anywhere else’

Iven Frangi, director of Customer Says, warned printers that clients would walk away even if the service was perfect.

“You open the door to someone’s mind with logic and then you close it with emotion,” he said.

“If you give people an experience they can’t get anywhere else, they won’t go anywhere else.”

[Related: JPE sales breakfast]

Frangi also told the 30 guests to work backwards – find out what print buyers don’t like about printers and then make sure your experience solves their problem.

He said sales people generally do 70% talking and 30% listening, but it should be the other way around.

“If you want to change the margin, change the experience,” he said.

The event was held on 31 October at Currie Group’s showroom in Macquarie Park, Sydney.

The vendor’s NSW manager, Andrew Ward, told ProPrint that Curries would continue hosting such educational events to help clients grow their businesses. 

[LinkedIn: What clever marketing ideas have you used?]

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