S3 Process
Strategic Solution Sales: A path to higher margin business
Selling digital print solutions is different from selling traditional printing, and requires a different sales approach. Instead of focusing on price, delivery, and print quality, Strategic Solution Sales (S3) is based on understanding the role print plays in a client’s overall business. Your first job, in considering a solution sale, is to understand what problem your client faces (for example: how to get customers into a store, how to answer questions about a product, how to get funds for a worthy cause) and how digital print can help. In other words, how can the printed piece (along with other integrated services you can provide) become a “solution” to the client’s problems.
We divide this sales process into three major steps (which is why we call it S3), each of which is sub-divided into three smaller steps. 
