WHAT DO YOU NEED TO DO TO IMPROVE YOUR CURRENT SALES RESULTS?
How do you separate yourself from other sales reps, so clients WANT to see you?
Can you build trusting relationships, quickly?
How do you manage objections - even the ones that aren't directly stated?
Do you need to be able to close more sales, more efficiently?
DO YOU NEED ANSWERS?
Who should attend?
Any person whose role requires selling products and services effectively with the aim of building profitable long term business.
This comprehensive programme is suitable for the novice sales person and the experienced
sales professional intent on improving their performance.
Benefits of the Print Sales course include
- More revenue from more sales
- Greater profit on most jobs because you're not selling on price alone
- Increased productivity through better organisation and by closing sales quicker
- Less reprints & delivery hassles
- Higher percentage of retained clients
Printing Industries Print Sales course is designed to assist sales staff in looking through the clients eyes, prepare an individualised approach, build trust and discover the real buying motive, correctly handle any objections and close more sales.
Assessment
Assessment for the course is both written and practical. Role-plays are recorded to video, to see the participants in action and to assess their progress.
Course Documentation
A comprehensive training manual and workbook is provided. These materials provide an excellent source of reference for later use on-the-job.
DO YOU NEED ANSWERS?
What the course covers
- Making the first call: Four steps to a first order; Seven possible results of a call.
- Individualise your approach: Analyse your client's behavior; The power dynamic; Adapting your procedure to the prospect.
- Exchanging Ideas: Classification of buyers; Talking the prospect's language.
- Cultivating the customer: Planned sales representation;
- Information about a customer's business; Maintaining contact; Proving you are the right printer for the job.
- Submitting proposals: Six steps in preparing and submitting a proposal.
- Handling objections: Objections as a better guide to selling.
- Meeting competition: The four levels of competition;
- Enlarging opportunities; Creative techniques.
- Getting the order: Buying signals; Five tested ways to close sales.
- Major account development: Making yourself part of your customer's organisation.
- Personality and behavioural profiling: Helping you understand each client better so you can target their needs and avoid their turn-offs.
- Insights to yourself and what may be working against you.
- Continued selling: Where to go from here.
Course Details
Dates: 16th, 23rd, 30th October - 6th and 20th November
Time: 9.00am - 5.00pm
Venue: Printing Industries Association of Australia
25 South Parade, Auburn NSW
Parking: Onsite parking is available
Cost: (inc GST): Members $2150 - Non Members $2650
For more information or to BOOK NOW contact:
Simon Peppercorn
National Manager - Learning & Development
Printing Industries Association of Australia
Tel: (02)8789 7362
simon@printnet.com.au
