My Account

Create the Need

John Patterson, known as the father of American salesmanship, is responsible for many of the modern sales practices used today. His work with the National Cash Register Company (NCR) changed the way salespeople think about marketing and selling their products. In his book entitled The Patterson Principles of Selling, modern sales expert Jeffrey Gitomer unpacks some of Patterson's most powerful tactics.



Patterson's greatest sales accomplishment didn't lie in selling cash registers, but in creating a demand for his product. He knew that sparking a desire would increase demand, and he focused his sales and marketing efforts on convincing consumers of the importance of obtaining a sales receipt. When consumers began to ask for a receipt from store clerks, the store managers felt obligated to purchase a cash register that would produce such receipts, and Patterson was poised to sell them one of his machines.

The same can be done in your business. Gitomer says in his book, "You must create a balance between the emotion to trigger the sale, and the logic to justify the purchase." What is one thing your company could do to create a demand for your products or services?



The Patterson Principles of Selling
by Jeffrey Gitomer

REVIEW
People don't like to be sold, but they love to buy," Jeffrey Gitomer likes to say. And he's been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar-"If the prospect understood the proposition, he would not have to be sold; he would come to buy." After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson's ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty-first-century adaptations and concepts for implementing his sales strategies.

Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.

Eco Friendly

Eco-friendly promotional products are good for the environment and good for getting your message across to your target audience.

Tradeshows

Promotional items that endorse your business are great items to give away at tradeshows. They offer endless opportunities to get your message across to new audiences.

Corporate Gifts

Show employee appreciation and build company morale. Items such as flash drives, picture frames, desk accessories and computer mice make great employee gifts.

New Products

View our newest promotional products! We are constantly adding new items to our 300,000+ inventory to give you fresh and up-to-date choices every day.

Awards

Awards and recognition gifts say thank you to employees for a job well done. We carry awards, plaques, trophies, ribbons and much more.

?

Click here for FAQ's about our promotional products.

Promotional Products

We carry promotional items such as eco-friendly gifts, awards, corporate gifts, new products and tradeshow items.

Business Stationery

Our business card program streamlines your order process yet gives you complete control over your content. Letterhead, envelopes and pocket cards too!

Occasion Cards

We carry holiday and occasion cards, moving announcements, thank you notes and more. Customize your cards with logo imprints and other options!

Memos & Notepads

We print company phone pads, note pads and forms in various sizes. Personalize them with your company logo, names and contact information.

Programs & Announcements

Full color announcements and programs for fundraisers, trade shows, banquets and agendas. We also foil stamp, emboss and die cut.

Brochures

We print full color single to multi-sheet newsletters, product sheets, tri-folds, rack cards, handouts and promotional literature.

?

Click here for FAQ's about offset printing.

Offset Printing

We print items such as business stationary, brochures, occasion cards, memos & notepads, programs and announcements.

Tips & Tricks

Design and tech tips to make designing your job a little easier, marketing tips to assist your advertising efforts and print tips for faster, less expensive buying.

Tutorials

Check out our video on how to sign in to your account and place orders online.

Printing Terms

Look here for a glossary of the most common terms in the printing industry.

Templates

Find different templates to design your full-size banners.

FAQ's

How do I send a file? How do I save a document as a PDF? What is a CMYK color format? Answers to your most frequently asked questions.

?

Click here for FAQ's about our tips and tricks.

Tips & Tricks

Design and tech tips to make designing your job a little easier, marketing tips to assist your advertising efforts and print tips for faster, less expensive buying.

Presentations

Pitch books and investment books help you communicate your message with PowerPoint presentations, graphs, and charts. Custom binding and tabs available.

Manuals

We can print 1-5000+ copies of your training, safety and operational manuals and technical documents. Full color, B&W, binding, inserts, index tabs, even lamination.

Black and White Copies

Our high-speed, high quality B&W laser printers produce crisp, clean copies of legal documents, RFP's, variable data, digital output of files, manuals and more.

Archiving

Do you need digital scans of your important documents? Letter, legal, 11 x 17, oversize? We can PDF your documents or OCR scan your files to create searchable, editable text files.

Color Copies

Our high-quality digital color presses turn out beautiful invitations, flyers, brochures, newsletters, rack cards, coupons and more. We can also print large format prints and maps.

?

Click here for FAQ's about digital printing.

Digital Printing

We print B&W and color copies of presentations, product sheets, manuals, newletters, brochures, postcards and more. We also do archival scanning.

Maps & Prints

We print oversized, digital prints of well-logs, operational flow charts and pipe line maps. Turn your maps and prints into digital files for emailing and archiving.

Banners

Full color, affordable, retractable banners make great trade shows displays, point of purchase signage, directional signage and outdoor vinyl banners.

Oversize Scans

We scan large format documents such as well-logs, engineering plans and maps to digital files. Your PDF digital scans can be easily archived to CD.

Posters

Our digitally printed posters and prints are exceptional, with crisp, vibrant colors and photographic quality. Custom stock, mounting and laminating available.

Event Signage

Catch people's attention with color signage! We produce banners stands, pop up and hanging displays, full color table covers and tabletop displays.

?

Click here for FAQ's about large format printing.

Large Format Printing

We print event signage, maps, banners, well-logs, posters, prints and more. We also do oversize scanning.

Eco Friendly Tradeshows Corporate Gifts New Products Awards ? Promotional Products Promotional Products Business Stationery Occasion Cards Memos & Notepads Programs & Announcements Brochures ? Offset Printing Offset Printing Tips & Tricks Tutorials Printing Terms Templates FAQ's ? Tips & Tricks Tips & Tricks Presentations Manuals Black and White Copies Archiving Color Copies ? Digital Printing Digital Printing Maps & Prints Banners Oversize Scans Posters Event Signage ? Large Format Printing Large Format Printing Send A File Forms Factory My Jobs Place Order Request Estimate