Matthew Parker

Matthew Parker

Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.

Download his free e-book, “Ten Common Print Selling Errors And What To Do About Them” and check out his recently launched book, “How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met.” 
How to Use Pareto Planning for Print and Promo Sales

You are probably already familiar with the Pareto principle. Just in case, here’s a quick reminder: 80% of the effects come from 20% of the causes. Or, in simpler terms, you achieve 80% of your results from 20% of your work. Understanding and applying Pareto can be especially beneficial to sales planning and activity...

Here’s a Tactic to Use if Someone Asks for a Price Reduction

Have you heard of WIIFM? It’s a phrase I use if anyone tries to negotiate with me. It stands for “What’s In It For Me?” If someone wants me to reduce my price or give them something extra, I always ask how I benefit. It can lead to some interesting conversations! Many people don’t know how to answer WIIFM. That’s why you need to have some answers ready for them...

Here’s One of My Most Effective Sales Phrases

Many people tell me this is a crazy thing to say. On the face of it, it seems like a strange thing for a salesperson to say. But I am consistently surprised at the results I achieve from it. This is a phrase I use when I’m failing to get hold of a prospect. I've had a response from them before, but now they have gone cold...

Why Asking for a Quote Too Soon Is a Bad Sales Tactic

Most salespeople ask for quotes too soon. I constantly receive calls and emails with a few brief details about a company. This is immediately followed by a request to quote on any projects that I might have coming up. As a buyer, I can react in four ways to this—and none of them are great outcomes...

The Dangers of Over-Familiarity in Sales

Does your organization suffer from over-familiarity? Matthew Parker describes a recent poor experience with a sales rep, and the dangers that over-familiarity can lead to with clients. See here for some simple tips on maintaining professionalism within your sales team...

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