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Fellman hosts sales training sessions at Graphics Canada

PrintAction columnist Dave Fellman will be presenting industry-specific sales training at Graphics Canada again this year. Titled Driving the sales cycle, the presentation will be held on Thursday April 11 and Friday April 12 from 9:00 am to 12:00 pm.

As Fellman will explain, the printing sales cycle typically has five main stages — prospecting, quoting, the first few orders, the “good times” and the downhill stage. This seminar will teach salespeople how to drive this cycle, rather than just riding it. Attendees will learn how to prospect more effectively, how to make the quoting stage less about price and more about value, how to ensure customer satisfaction with the first few orders and how to use that momentum to maximize the customer relationship, extending and expanding the “good times.” You’ll also learn how to defend customers against your competition, further delaying the downhill stage.

In addition, each attendee will receive a free copy of The Dave Fellman Collection, featuring more than 40 of his best articles on printing sales. Early bird registration is available until April 1 at $99. After April 1, registration will cost $129.