|
Dave
Fellman's Sales Clinics
Next
Sales Clinic Dates & Locations
Two
Days Of INTENSIVE Level-Specific
Sales Training For Printing Salespeople:
Specifically
Designed For Entry and Intermediate Level Salespeople!
Entry Level
Recent hires with less than 6 months of printing sales experience. Dave Fellman's Sales Clinic will ensure that your new salesperson gains solid fundamentals and gets off to a good start!
Intermediate
Level
One to three years of experience. Dave Fellman's Sales Clinic is the perfect training and motivation program for your developing salesperson, especially if you worry that you might have an underachiever!
Intensive!
Each Sales Clinic Agenda will begin at 8:00 AM and continue until 5:30 PM on Friday. The Saturday agenda runs from 8:00 AM - 4:00 PM, adding up to more than 16 hours of training/learning time!
Tuition
$495 per attendee covers the entire educational program, as well as lunch on both days.
Dave
Fellman's Sales Clinic
Friday Session Agenda
8:00
AM - 10:00 AM
Basic Issues
What Drives The Buying Decision?
The Printing Sales Knowledge Base
Suspects, Prospects and Customers
10:00 AM - 10:15 AM
Break
10:15 AM - 12:00 Noon
Time Management
Real World Planning Skills
Prioritization Skills
12:00 Noon - 12:45 PM
Lunch
12:45 PM - 2:00 PM
Prospecting
Research Component
Approach Component
2:00 PM - 2:15 PM
Break
2:15 PM - 4:00 PM
Prospecting (continued)
Qualifying
Follow-Up Strategy
4:00 PM - 4:15 PM
Break
4:15 PM - 5:30 PM
Winning At The Quote & Order Game
Quote Presentation Strategy
Knowing When Not To Quote
Saturday Session Agenda
8:00 AM - 10:00 AM
Initial Obstacles and Objections
Dealing With Voice Mail
"I Don't Have Time To Talk To You"
"We're Happy With Our Current Printer"
10:00 AM - 10:15 AM
Break
10:15 AM - 12:00 Noon
Face-To-Face Selling Skills
Fact Finding Questions
Opinion/Opportunity Finding Questions
Qualifying Their Problems And Presenting Your Solution
12:00 Noon - 12:45 PM
Lunch
12:45 PM - 2:00 PM
Second-Stage Obstacles and Objections
Handling Price Objections
Getting Back In Front Of The Buyer
2:00 PM - 2:15 PM
Break
2:15 PM - 4:00 PM
Goalsetting and Achievement
Establishing Sales & Earnings Goals
Converting Goals to "Action Standards"
Wrap-up and Closing
Click
here for Upcoming Sales Clinic Dates & Locations
return to top of page
|
