{"id":14793,"date":"2026-06-29T08:00:25","date_gmt":"2026-06-29T13:00:25","guid":{"rendered":"https:\/\/www.navitor.com\/blog\/?p=14793"},"modified":"2026-06-23T14:06:43","modified_gmt":"2026-06-23T19:06:43","slug":"selling-print-like-a-problem-solver","status":"publish","type":"post","link":"https:\/\/www.navitor.com\/blog\/selling-print-like-a-problem-solver\/","title":{"rendered":"Selling Print Like a Problem-Solver"},"content":{"rendered":"<p><span data-contrast=\"auto\">Consultative selling gets talked about a lot, but the idea is simple: instead of reacting to the order in front of you, you ask better questions, look at the bigger picture, and recommend print based on what the customer is trying to accomplish.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That matters in custom\u00a0print because customers\u00a0don\u2019t\u00a0always ask for the full solution. They ask for the piece they thought of first.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">A customer may request brochures, labels, business cards, or an A-frame\u00a0sign.\u00a0But behind that request,\u00a0there\u2019s\u00a0usually a larger goal: launching a product, promoting an event, bringing in foot traffic, supporting a sales conversation, improving packaging, or keeping brand materials consistent across locations.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That\u2019s\u00a0where\u00a0the differentiation\u00a0happens.\u00a0Where you distinguish yourself from your competition.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li><span data-contrast=\"auto\">The order-taker hears, <em><strong>\u201cI need 500 flyers.\u201d<\/strong><\/em><\/span><em><strong>\u00a0<\/strong><\/em><\/li>\n<li><span data-contrast=\"auto\">The problem-solver asks, <em><strong>\u201cWhat are the flyers helping you do?\u201d<\/strong><\/em><\/span><em><strong>\u00a0<\/strong><\/em><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">That one question can change the conversation and open the door to better recommendations, stronger account value, and more repeat business.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14798 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/TheOneQuestionBlogImage.jpg\" alt=\"\" width=\"1200\" height=\"675\" \/><\/p>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW78874920 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW78874920 BCX0\" data-ccp-parastyle=\"No Spacing\">Start with the goal, not the quote<\/span><\/span><span class=\"EOP Selected SCXW78874920 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\">It\u2019s\u00a0easy to move straight into specs, pricing, and turnaround.\u00a0That\u2019s\u00a0often where the customer expects the conversation to go, too. But if you start there, you risk locking the sale into one item before you understand the full need.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">A consultative approach\u00a0doesn\u2019t\u00a0mean turning every call into a long discovery session. It means pausing long enough to understand the job behind the job.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><strong>Before you quote, find out:\u00a0<\/strong><\/p>\n<ul>\n<li><strong>who the audience is\u00a0<\/strong><\/li>\n<li><strong>where the printed piece will be used\u00a0<\/strong><\/li>\n<li><strong>what action the customer wants it to drive\u00a0<\/strong><\/li>\n<li><strong>whether it is part of something larger\u00a0<\/strong><\/li>\n<li><strong>whether the need is likely to repeat<\/strong><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">Those answers often reveal opportunities the customer\u00a0didn\u2019t\u00a0mention.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">A business card order may lead to a broader conversation about a coordinated stationery suite. A label order may point to hang tags, branded packaging tape, folded cartons, or\u00a0shipping envelopes.\u00a0A brochure request may uncover the need for presentation folders,\u00a0postcards, or matching\u00a0<\/span><a href=\"https:\/\/www.navitor.com\/products\/marketingmaterials\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\"><span style=\"color: #ff9900;\">marketing materials<\/span><\/span><\/a><span data-contrast=\"auto\">\u00a0for a sales team.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The point is not to tack on products for the sake of it. The point is to solve the\u00a0actual\u00a0problem more completely.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h3 style=\"text-align: left;\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14800 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/CustomerInsightBlogImage.jpg\" alt=\"\" width=\"1200\" height=\"675\" \/><\/h3>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW148061049 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW148061049 BCX0\" data-ccp-parastyle=\"No Spacing\">Five questions that change the sale<\/span><\/span><span class=\"EOP Selected SCXW148061049 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\">You\u00a0don\u2019t\u00a0need a complicated script.\u00a0You\u00a0need a few reliable questions that help\u00a0you\u00a0move from transaction to recommendation.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Here are five that can\u00a0open up\u00a0the conversation in a useful way:<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<ol>\n<li><strong>Who is this piece for?<\/strong><b><span data-contrast=\"auto\"><br \/>\n<\/span><\/b><span data-contrast=\"auto\">A customer may be\u00a0ordering for\u00a0prospects, current customers, internal teams, event attendees, or retail shoppers. The audience shapes the format, tone, and product choice.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><strong>Where will it be seen or used?<\/strong><b><span data-contrast=\"auto\"><br \/>\n<\/span><\/b><span data-contrast=\"auto\">Will it live on a countertop, in a mailbox, on a package, at a trade show, in a waiting room, or on a storefront sidewalk? Usage changes everything from stock and finish to size and durability.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><strong>What do you want someone to do next?<\/strong><b><span data-contrast=\"auto\"><br \/>\n<\/span><\/b><span data-contrast=\"auto\">A printed piece works harder when it points to an action. That could be making a purchase, visiting a landing page, scanning a QR code,\u00a0stopping by\u00a0an event, or\u00a0making a\u00a0phone\u00a0call.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><strong>Is this a one-time order or part of something ongoing?<\/strong><b><span data-contrast=\"auto\"><br \/>\n<\/span><\/b><span data-contrast=\"auto\">This helps uncover repeat opportunities, multi-location needs, seasonal updates, and program-based\u00a0selling.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><strong>Does anything else need to coordinate with it?<\/strong><b><span data-contrast=\"auto\"><br \/>\n<\/span><\/b><span data-contrast=\"auto\">This is often where\u00a0the broader opportunity appears. If one piece exists, there is a good chance something else supports it.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"auto\">These questions\u00a0aren\u2019t\u00a0complex.\u00a0They\u2019re\u00a0useful. And useful questions tend to lead to useful recommendations.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14801 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/CustomerNeedsBlogImage.jpg\" alt=\"\" width=\"1200\" height=\"675\" \/><\/p>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW73174186 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW73174186 BCX0\" data-ccp-parastyle=\"No Spacing\">Look for the missing pieces<\/span><\/span><\/strong><span class=\"EOP Selected SCXW73174186 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"auto\">Many print conversations start with one product but point to a larger set of needs.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That\u2019s\u00a0especially true when customers\u00a0are moving fast. They ask for the item on their list, not always the full collection of materials that would help the effort succeed.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Here is where a\u00a0<\/span><b><span data-contrast=\"auto\">problem-solver mindset<\/span><\/b><span data-contrast=\"auto\">\u00a0helps.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li><span data-contrast=\"auto\">A customer asks for\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/business-cards\" target=\"_blank\" rel=\"noopener\">business cards<\/a><\/span><span data-contrast=\"auto\">.\u00a0You might also ask whether they need\u00a0matching letterhead,\u00a0<\/span><a href=\"https:\/\/www.navitor.com\/products\/envelopes\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\"><span style=\"color: #ff9900;\">envelopes<\/span><\/span><\/a><span data-contrast=\"auto\">, or presentation folders for meetings and proposals.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">A customer asks for table tents. You might ask whether the promotion also needs flyers, posters, labels, or counter cards to keep the message consistent.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">A customer asks for<span style=\"color: #ff9900;\">\u00a0<\/span><\/span><a href=\"https:\/\/www.navitor.com\/products\/labels\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\"><span style=\"color: #ff9900;\">labels<\/span><\/span><\/a><span data-contrast=\"auto\">. You might ask whether the product also needs\u00a0hang\u00a0tags, folded cartons, shipping envelopes,\u00a0or\u00a0branded packaging tape.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">A customer asks for an\u00a0A-frame\u00a0sign. You might ask whether they also need window signage, posters, postcards, or handouts to support the promotion inside and outside the location.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">This is where consultative selling becomes practical.\u00a0It\u2019s\u00a0not about sounding like a sales trainer. It is about noticing\u00a0what\u2019s\u00a0missing and helping the customer think through the full experience.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14815 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/3stepGraphicBlogImage.jpg\" alt=\"\" width=\"1200\" height=\"675\" \/><\/h2>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW32346824 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW32346824 BCX0\" data-ccp-parastyle=\"No Spacing\">Sell the use case, not just the item<\/span><\/span><span class=\"EOP Selected SCXW32346824 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span> <\/strong><\/h3>\n<p><span data-contrast=\"auto\">Customers rarely care about\u00a0print\u00a0the way print professionals do.\u00a0They\u2019re\u00a0not starting with stock weights, coating options, or finishing details.\u00a0They\u2019re\u00a0starting with a problem to solve.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That means your strongest recommendations usually come from the use case.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If the customer wants to bring in walk-in traffic,\u00a0an\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/signs\/full-color-outdoor\/yard\/sandwich-board\" target=\"_blank\" rel=\"noopener\">A-frame\u00a0sign<\/a><\/span><span data-contrast=\"auto\">\u00a0may be\u00a0part of the answer, but so are posters, flyers, and\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/promotional-products\" target=\"_blank\" rel=\"noopener\">take-home pieces<\/a><\/span><span data-contrast=\"auto\">\u00a0that keep the offer in front of the customer after they leave.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If the customer is preparing for a sales meeting, brochures may matter, but so do\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/folderworks\" target=\"_blank\" rel=\"noopener\">presentation folders<\/a><\/span><span data-contrast=\"auto\">, business cards, and the overall look and feel of the materials being handed across the table.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If the customer is launching a retail or packaged product, labels may be the first request,\u00a0but\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/hangtags\" target=\"_blank\" rel=\"noopener\">hang tags<\/a><\/span><span data-contrast=\"auto\">, packaging tape,\u00a0folded cartons, and flexible packaging can all shape how that product shows up.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If the customer wants\u00a0print\u00a0to connect to digital, a postcard, brochure,\u00a0flyer,\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/tabletents-pedestalsigns\" target=\"_blank\" rel=\"noopener\">table tent<\/a><\/span><span data-contrast=\"auto\">,\u00a0poster, or label with a QR code can lead to a menu, video, offer, product page, review request, or order form.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">When you talk about\u00a0print\u00a0this way, the conversation shifts.\u00a0You\u2019re\u00a0no longer just selling an item.\u00a0You\u2019re\u00a0helping the customer use print more intentionally.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW153091243 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW153091243 BCX0\" data-ccp-parastyle=\"No Spacing\">Think beyond the first order<\/span><\/span><span class=\"EOP Selected SCXW153091243 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\">One of the best reasons to sell this way is that it creates better long-term account value.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><strong><i>The first order should\u00a0never\u00a0be treated like the finish line. In many cases,\u00a0it\u2019s\u00a0the opening conversation.<\/i>\u00a0<\/strong><\/p>\n<p><strong>When\u00a0you\u00a0ask better questions up front,\u00a0you\u2019re\u00a0more likely to uncover:\u00a0<\/strong><\/p>\n<ul>\n<li><strong>repeat-order potential\u00a0<\/strong><\/li>\n<li><strong>seasonal or versioned materials\u00a0<\/strong><\/li>\n<li><strong>needs across departments or locations\u00a0<\/strong><\/li>\n<li><strong>matching items that reinforce the brand\u00a0<\/strong><\/li>\n<li><strong>future campaigns that require similar support\u00a0<\/strong><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">A customer that starts with one\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/brochures\" target=\"_blank\" rel=\"noopener\">brochure<\/a><\/span><span data-contrast=\"auto\">\u00a0project may later need flyers, presentation folders, event signage, and leave-behinds. A customer that starts with product labels may later\u00a0need\u00a0<\/span><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/products\/packagingsolutions\" target=\"_blank\" rel=\"noopener\">packaging upgrades<\/a><\/span><span data-contrast=\"auto\">, shipping materials, and shelf-ready support pieces. A\u00a0customer that starts with one\u00a0promotional sign\u00a0may eventually need a more coordinated package across print and display.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That\u2019s\u00a0how accounts grow. Not by pushing more products into the conversation, but by paying attention to where the first project is likely to lead.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<h3><strong><span class=\"EOP Selected SCXW35949539 BCX0\" data-ccp-props=\"{}\"><span class=\"TextRun MacChromeBold SCXW3911969 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW3911969 BCX0\" data-ccp-parastyle=\"No Spacing\">A few everyday products that open bigger conversations<\/span><\/span><span class=\"EOP Selected SCXW3911969 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span> <\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\">Some of the best consultative selling opportunities come from products customers already\u00a0order\u00a0all the time.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li><span data-contrast=\"auto\">Business cards can lead to broader brand consistency conversations.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Brochures and flyers can open the door to coordinated campaign materials, handouts, and leave-behinds.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Labels can lead to conversations about packaging systems, product presentation, shipping, and shelf-readiness.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Presentation folders can uncover\u00a0a larger\u00a0sales, onboarding, enrollment, or proposal package.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">A-frame\u00a0signs\u00a0and other\u00a0<\/span><a href=\"https:\/\/www.navitor.com\/products\/signage\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\"><span style=\"color: #ff9900;\">signage<\/span><\/span><\/a><span data-contrast=\"auto\">\u00a0can lead to a more complete traffic-driving or event promotion strategy.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">These are familiar products.\u00a0That\u2019s\u00a0exactly why they matter.\u00a0They\u2019re\u00a0often the easiest entry point into a larger solution.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14796 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/EasyButtonBlogImage.jpg\" alt=\"\" width=\"1200\" height=\"675\" \/><\/h2>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW45566792 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW45566792 BCX0\" data-ccp-parastyle=\"No Spacing\">Make it easier on yourself<\/span><\/span><span class=\"EOP Selected SCXW45566792 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span> <\/strong><\/h3>\n<p><span data-contrast=\"auto\">Consultative selling works best when you have the right support materials ready.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That\u00a0doesn\u2019t\u00a0mean memorizing every category, every\u00a0option, or every talking point. It means having practical tools you can pull into the conversation when the opportunity gets bigger than the original request.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Navitor\u2019s\u00a0<\/span><a href=\"https:\/\/www.navitor.com\/members\/catalogs\/2026\/salestoolkit\/\" target=\"_blank\" rel=\"noopener\"><span style=\"color: #ff9900;\"><b>Sales Toolkit<\/b><\/span><\/a><span data-contrast=\"none\">\u00a0<\/span><span data-contrast=\"auto\">brings together sales flyers, sample kits, catalogs, and other resources that can help you support customer conversations with more confidence and more ideas.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you are looking for ways to talk through product options, show examples, or uncover related opportunities,\u00a0it\u2019s\u00a0a useful place to start.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/members\/catalogs\/2026\/salestoolkit\/\" target=\"_blank\" rel=\"noopener\"><b>Explore\u00a0Navitor\u2019s\u00a0Sales Toolkit<\/b><\/a><\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14799 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/ToolkitGuideBlogImage.jpg\" alt=\"\" width=\"1200\" height=\"675\" \/><\/h2>\n<h3><strong><span class=\"TextRun MacChromeBold SCXW186546774 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW186546774 BCX0\" data-ccp-parastyle=\"No Spacing\">The takeaway<\/span><\/span><\/strong><span class=\"EOP Selected SCXW186546774 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"auto\">Customers don\u2019t always need more print. They do need the right print for the job, in the right mix, with the right purpose behind it.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">That\u2019s what problem-solvers understand.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">They don\u2019t stop at the first item on the order.<\/span><br \/>\n<span data-contrast=\"auto\">They ask what the customer is trying to do.<\/span><br \/>\n<span data-contrast=\"auto\">They look for the missing pieces.<\/span><br \/>\n<span data-contrast=\"auto\">They connect products to outcomes.<\/span><br \/>\n<span data-contrast=\"auto\">And they build stronger accounts because of it.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The next time a customer asks for a quote, try asking one more question before you talk quantity, stock, or price.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">It might lead to a better recommendation, a better order, and a better relationship.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14804 size-full\" src=\"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/Quote-1.jpg\" alt=\"\" width=\"1200\" height=\"100\" \/><\/h2>\n<p style=\"text-align: center;\"><span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/www.navitor.com\/members\/catalogs\/2026\/salestoolkit\/\" target=\"_blank\" rel=\"noopener\"><b>Explore\u00a0Navitor\u2019s\u00a0Sales Toolkit<\/b><\/a><\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Consultative selling gets talked about a lot, but the idea is simple: instead of reacting to the order in front of you, you ask better questions, look at the bigger picture, and recommend print based on what the customer is trying to accomplish.\u00a0 That matters in custom\u00a0print because customers\u00a0don\u2019t\u00a0always ask for the full solution. They [&hellip;]<\/p>\n","protected":false},"author":37,"featured_media":14799,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[14],"tags":[],"class_list":["post-14793","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-resources","entry"],"jetpack_featured_media_url":"https:\/\/www.navitor.com\/blog\/wp-content\/uploads\/ToolkitGuideBlogImage.jpg","_links":{"self":[{"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/posts\/14793","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/users\/37"}],"replies":[{"embeddable":true,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/comments?post=14793"}],"version-history":[{"count":14,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/posts\/14793\/revisions"}],"predecessor-version":[{"id":14817,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/posts\/14793\/revisions\/14817"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/media\/14799"}],"wp:attachment":[{"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/media?parent=14793"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/categories?post=14793"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.navitor.com\/blog\/wp-json\/wp\/v2\/tags?post=14793"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}