The National Print Owners Association, Inc.
Be sure to visit our Member Benefits Page to get a good overview of some of the services we provide. NPOA is the fastest growing non-profit trade association serving the printing industry. While some associations are facing stagnant or declining memberships, NPOA has grown from 19 original members in late December 2012 to almost 400 by the Spring of 2015. Our association was founded "by printers for printers." Click here to read the rest of the story, or you can go directly to our membership page and join NPOA today! Interested about our membership and who they are and where they come from? Check here to view a list of our newest members.
Build Your Skills—And Your Confidence!—With Dave Fellman’s New Printing Sales Training/Coaching Program!
What does it take to be successful at printing sales? No one knows better than Dave Fellman that you don’t have to have any special sort of “sales personality.” You just have to know what to do and be willing to do it. You need skills, strategy and confidence, and this new program will provide you with all three.
The program combines material from a live seminar that Dave has been presenting in major cities around the country for the last two years, along with elements of the sales coaching program he has offered for more than 15 years. It consists of 6 skills/strategy sessions along with 4 one-on-one coaching conversations. It’s all done via telephone, with the skills/strategy sessions presented to groups of 6-8. The coaching conversations are always one-on-one, to deal with your specific issues.
This program is intended for both owners and sales employees. The first sessions will begin as soon as 6 printers register, with additional “flights” taking off as groups of 6 are formed. If you want to, you can enter as a group with other NPOA friends. The flight structure should assure that you can make up any missed sessions without having to wait too long. (There will also be a recorded make-up option.)
The skills/strategy sessions will be held one each week for 6 weeks, on the same day and time each week, with that day/time determined advance by a polling of the group. The one-on-one coaching sessions will be scheduled individually and may be completed during the 6 weeks of training or even afterward. Ongoing coaching will be available if you want or need it.
The cost of this 10-part training/coaching program is only $650. Here are the 6 skills/strategy sessions:
Week 1: Time Management/Organizational Skills: Learn how to make the time and get yourself organized for effective selling. The program starts here, because this is often the greatest obstacle to success.
Week 2: Prospecting Skills: Time is money, and customers are money too. This session will teach you how to get face-to-face with the people who buy what you sell.
Week 3: Questioning Skills: Learn how to probe for wants and needs and pain and problems. This session is all about identifying the real opportunity, specifically the “hot buttons” that turn prospects into customers.
Week 4: Convincing Skills: This session will teach you how to build real credibility as the relief for their pain or the solution to their problems. You’ll learn how to create an effective proposal and presentation.
Week 5: Negotiation Skills: After this session, you won’t be as concerned about encountering price objections! This session will teach you how to put price in its place and keep it there.
Week 6: Customer Maximization Skills: This session will teach you how to get maximum value from each customer relationship—how to protect the value of what they’re buying from you now, how to maximize the value of what they could be buying from you, and how to leverage the value of influence by which current customers can help you to develop new ones.
For more information, or to register, contact Dave Fellman at 919-363-4068 or firstname.lastname@example.org.
Click here to download the PowerPoint slides for Dave Fellman's recent webinar for NPOA.