Advanced Sales Training

Course Options

Advanced Sales Training

You'd be surprised, but the same rules don't apply for selling offset print as they do for digital. Successfully selling digital and inkjet printing services requires a solutions-based approach. In this course, Bill Farquharson and Kelly Mallozzi, skilled digital and inkjet sales reps, teach you how to be a problem solver, troubleshoot issues for your clients, and help to relieve pain points to earn more orders.

This isn't just a "follow-along-in-a-workbook-as-you-click-through-slides" training program. This is a step-by-step learning process that includes weekly-interactions with Bill and Kelly until success is found in digital and inkjet printing sales.

Key Takeaways:

  • Where to look for the best digital/inkjet prospects
  • How to sell digital/inkjet at profitable, no-bid prices
  • What the potential objections are and how to overcome them
  • Which vertical markets provide the best opportunities
  • How to position and sell digital/inkjet solutions

Course Modules:

  • Fundamentals and Philosophies
  • Finding the Digital Print Buyer
  • Overcoming Objections to Digital Print
  • Creating an Effective Prospecting Process
  • A Personal Marketing Strategy
  • Identifying and Uncovering Digital Applications
  • Utilizing the Vendor
  • Effective Digital Print Presentations

Who Benefits Most from This Course:

  • Anyone looking to increase their digital/inkjet print sales potential
  • Managers and owners looking to get their sales team enthusiastic about selling digital/inkjet printing

Purchase

Advanced Sales Training

Vertical markets aren't as unattainable as many would like to believe. Learning how to successfully sell to verticals like healthcare, universities, or banks can unlock the doors to unlimited profitability. Each vertical presents its own set of challenges and opportunities that must be mastered before you can find success. In this course, Bill and Kelly provide deep background on specific vertical markets. They will teach a process for gaining entry and securing appointments all the while coaching with support, motivation, and accountability.

Key Takeaways:

  • A strategy for penetrating large, game-changing accounts
  • A prospecting process for increasing new business sales
  • Identifying products and solutions to meet the needs of each vertical
  • How to get into better and deeper sales conversations
  • How to eliminate price objections entirely
  • How to dramatically shorten the sales cycle for larger accounts
  • How to get invited in at the design stage of the job, not the quote stage

Course Modules:

  • Big Fish Verticals
  • Ad Agencies
  • Banks and Credit Unions
  • Religious Institutions
  • Higher Education
  • Event Planners
  • Hospitals
  • Non-Profits
  • Restaurants

Who Benefits Most from This Course:

  • Anyone looking for big-time sales success
  • Managers and owners who want double-digit growth, especially in new business sales

Purchase

Each 90-Day Sales Course Includes

eLearning courses that can be accessed anywhere and anytime with knowledge assessments

Printed companion workbook containing valuable intelligence and action steps

Live, weekly 1:1 coaching sessions with Bill Farquharson and Kelly Mallozzi

Need more information about these courses?
Check out the sneak peek videos page with sample modules from each course.