Graphics Canada 2013 Printing Sales Training Day program will be posted soon!
Take advantage of the opportunity to build 21st Century Printing Sales Skills and Attitudes. A full-day seminar for printing salespeople at any level, presented by an acknowledged industry printing expert, Dave Fellman! Thursday, Nov 10, 2011 from 8.00 AM to 5.30 PM, Ontario Room.
How do you get to be a top achiever in printing sales? It obviously takes skill, but it also takes the right attitudes. In this dynamic, full-day seminar, Dave Fellman will teach both the attitudes and the underlying skills that will make your salespeople more productive. The "attitude adjustment" starts with How To Think Like A Winning Salesperson and finishes with Goalsetting and Achievement. The skills component starts with Prospecting in the 21st Century and continues through Negotiation Skills & Strategy. Here are the segments which make up 21st Century Printing Sales Skills and Attitudes:
How To Think Like A Winning Salesperson
The first step toward being a winner in sales is to think like a winner, but there's a lot more to this than motivational books and tapes. In this segment, Dave Fellman explains the kinds of things winners think about, not just the power of positive thinking, but the foundations of effective selling strategy.
Prospecting In The 21st Century
Where and how do you find high-quality prospects? In this segment, Dave Fellman will explain how to research a territory to identify companies with high volume potential, and with specific potential for 21st Century capabilities like digital printing and variable data/image printing. He'll also explain a proven process for getting to the first meeting stage.
Time Management and Organization
TM/O is the subject of a lot of talk, but sometimes not a lot of action. No one questions the need for better time management and organization, but it's the "how to" that causes problems. This segment will introduce 5 proven ways to improve time management and organizational skills and increase productive selling time.
Fact Finding, Opinion Finding and Opportunity Finding Questioning Skills
Most salespeople seem intent on making "sales presentations" on their first meetings with potential clients. Dave Fellman says that the first meeting should be more about learning about them, not just telling them about you. In this segment, he'll explain what questions to ask in order to identify not just printing needs, but real opportunities to displace the current supplier.
Preparing and Presenting Your Proposal
How do you stand out from the crowd in a quote or bid situation? Part of the answer is to think in terms of a proposal rather than simply a quote. What's the difference? A quote simply tells the buyer what you're willing to sell a print job for. A proposal tells that buyer why he/she should buy from you!
Uncommon Solutions For Common Obstacles and Objections Customers and prospects are really pretty predictable in terms of the objections and obstacles they raise. This segment will introduce strategies for handling the four most common initial objections printing salespeople run into, and several more later stages objections.
Negotiation Skills & Strategy
When a customer raises a price objection, it's an invitation to negotiate, but that doesn't mean automatically lowering your price! In this segment, Dave Fellman will teach how to negotiate more effectively, explaining the three fundamentals of this advanced selling skill.
Get All The Value From Every Customer
According to Fellman, each and every current customer provides three distinct levels of value. First is the value of what they're buying from you now. Second is the value of what they could be buying from you. Third is the value of influence, and the ways in which current customers can help a salesperson to develop new customer relationships. This segment will explain how to protect the first level of value and capture more of the second and third levels.
Goalsetting and Achievement
The pathway to success starts with an understanding of what success looks like, in other words, with goals that define the level of success you're looking for. Once the goals have been set, the next step is a real plan to achieve them. It's probably fair to say that many salespeople have the goal but not the plan, and as a result, many of those goals aren't met. This segment will show how to set reasonable and measurable goals, and build a plan to achieve them.
21st Century Printing Sales Skills and Attitudes is a full day of learning, Thursday, Nov. 10, 2011 beginning at 8:00 AM and running until approximately 5:30 PM in Ontario Room. If you're looking for maximum training with minimum time away from the field, this is the program you're looking for! Register now for this dynamic, full-day seminar for $149.
To register click here
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