Printing Solutions Q&A: Strategies and Mistakes of Solutions-based Sales

Recently, I did an interview for CMP Media's PrintandImaging.com website:

For some printing and imaging practices, solutions-selling strategies never progress beyond the buzz word stage. Disappointing reactions by customers and low profits leave some solution providers questioning the time and money they invested in this new approach.

But problems typically result from implementation missteps rather than flaws in the solutions-selling philosophy, argues Darrell Amy, president of Dealer Marketing Systems, an office-equipment marketing services firm based in Little Rock, Ark., and creator of the Document Solutions Specialist Boot Camp.

In the following interview, Amy discusses the mistakes solution providers make when their solutions-selling strategies fall flat and what it takes to field a solutions-savvy sales force.

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