It's the same thing as consultative sales. Unless they are paying for the consulting up front, when it gets to decision time, they will get the right box for the right price at the right time. It's not personal, it's just good business.
It's actually much easier and safer to sell boxes. For a Print sales person you only get comped for money in the door. Nobody gets comped for solving a customer's problem nor for education. All it does is give you the chance to bid. A chance to bid is of value. But it will always come down to the right product at the right time for the right price.
Meanwhile the vendors seem to think that if only the Print salesman could be educated. It's not about education. It's about time and incentives.
The real answer for a person is at the end of the post at the link..
This is the one thing I’ve come to believe in most, that if you do unto others as you would not like to see done into yourself, Karma will provide the path to enlightenment.The real problem is how do you get comped for Karma? The snippet follows:
Karma and Digital Printers | Digital Print 360
"His service to the customer was exemplary, and the customer said they were ready to start on the project at the beginning of the following week. He was dancing on clouds, because everything worked in the solution as proposed.
On Monday, he stopped by the customer’s office to pick up the order. It was a substantial order, one that would make his number for the month. When he got there, the customer was distant, and barely looked at him as he spoke. It turns out that after the proof of concept, the customer had returned to his office with samples in hand, only to find another print provider waiting in the lobby. He excitedly told the vendor about this dilemma that the other printer had solved for him, and in doing so, opened the door to the new vendor to give him a bid for the same work. That afternoon, the customer signed the order with the new vendor because the price was discounted below cost to get his foot in the door. In that moment, it switched from a solution to a commodity."
Added 4/19/09 more?