This in-plant primer article by Howie Fenton is the sixth in a 12-article series designed to help dealers and print vendors understand in-plants called “In-Plant Primer: From Operations Basics to Advanced Sales Concepts.” All topics were announced in our first post.

8 Questions to Identify In-Plant Workflow Solution Opportunities

There was a time when a salesperson could sell anything simply by getting excited and enthusiastic about the product. Today, learning through listening and asking probing question has become more important. Good open-ended questions can help you: learn more about the customer, prove that you’re interested in their process, and when done right can shepherd a prospect down a path that results in them feeling that they need to buy your solution because it makes the most sense.

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Thank you for your interest in RSA’s Dealer and Partner Blog


In-Plant Print Centers’ 10-Step Plan for Working with IT