The essential sales building blocks to capture the new growth in Web services
For many salespeople, the transition to web-enabled print services has been challenging. Because of the pervasive use of the Web, printing salespeople must adapt to new realities. Providing selling demos to customers has not been the traditional job of a printing salesperson…but it is now. Salespeople can gain an advantage for themselves and their companies by thoroughly knowing their W2P system and then be able to comfortably link the benefits of their system to their customer’s business and workflows.
Joe Rickard will share ideas and best practices on how to develop and fine tune your selling practices to sell W2P programs and services.
What He Will Share
- What is the opportunity for Printing Salespeople and print providers
- Why customers need and want W2P solutions
- How to position W2P with a customer
- What skills and behaviors are required to deliver an effective selling demo
- How to sell the value to key stakeholders
- What are the common objections
Presenter: Joe Rickard
Joe Rickard is a training leader and consultant dedicated to the Graphic Communications Industry. He works with printing and technology organizations to improve their sales and operational effectiveness. Joe founded Intellective Solutions LLC to serve the fast growing digital printing market. Intellective Solutions Inc. is a provider of consulting and training material and services.
Joe is a leading industry advocate of digital printing. He an outstanding motivator and speaks frequently at industry and corporate events including On Demand, Graph Expo and PODI. Joe writes a popular column, Sales Clinic, for the Printing News and MyPrintResource.com. He is the author of Value-Based Pricing for The New Business of Printing®. His company, Intellective Solutions develops customized training and consults for leading print provider organizations worldwide.