"Do not sell products, help create a solution," says Pandya, QI Press Control

According to Vijay Kumar Pandya of QI Press Controls, the developer of optical measures and control systems, the focus should be on customer-oriented sale rather than product-oriented sale.

18 Feb 2015 | By Rahul Kumar

“First, understand your customer’s needs, his style of working and level of production, and only then offer your products. Otherwise, you will not be in a position to fit your product into their needs,” Pandya opined during a seminar on web printing, organised by the IPAMA, in association with Chennai-based Vibes Academy.

The seminar was organised on the sidelines of PrintPack 2015 on 13 February 2015.

Pandya voiced the need for the service providers to take up the role of a growth partner and on building a long-term partnership with the customers.

“Do not sell products, provide solutions. Offer solutions to your customers and let them decide. Building a relationship and trust are the keys,” he said, adding, “As per my experience, customers want to feel in-charge. A good sales person must be honest and trustworthy. And, always keep your promises.”