Fespa partners with Dave Fellman for print sales training

Peak industry association for specialty printers Fespa Australia has partnered with long-time Australian Printer columnist and sales and marketing consultant Dave Fellman for an online print sales training event.

The event, The Art of Printing Sales, is an industry-specific three-part online sales training event that will be held on 9 November, 16 November and 30 November respectively.

Fespa Australia president Nigel Davies said with so much having changed in the print marketplace, now is the time for printers to rethink every element of how the industry approaches sales, including what it takes to be successful, now and into the future.

“All companies can benefit from better sales performance, and we are delighted that Dave will be delivering this much-needed webinar series for Fespa Australia,” he said.

“Whether sales is your full-time job or just one of many hats you wear as an owner or manager, it is easy to get side-tracked and lose focus. Every sale counts and I believe attending these webinars will learn how to approach printing sales systematically and make the most from every opportunity that comes your way.”

The first event will explore prospecting strategy and technique, along with strategies to avoid price objections or to deal with them more effectively if you must.

Fellman will describe a modern approach to prospecting, integrating email, voice mail, social media, and virtual meeting technology to create a dialogue that is necessary for a successful sales relationship.

He will also explain how to avoid some all-too-common mistakes salespeople make, which make price objections more likely, and the three key elements of successful negotiation, should those objections still arise.

“This year has been challenging for our industry and our industry association. The transition to virtual association events has been difficult but necessary, and I thank the Sprinter team for helping FESPA Australia to deliver this event,” Davies mentioned.

“Virtual events may lack the atmosphere of a live event, but they are more convenient and accessible. Dave Fellman is a polished and entertaining presenter, and I believe that attendees will enjoy the course and take away valuable tools to use in their businesses.”

The cost per session is $85.00 for members and $130.00 for non-members.

Further details on course content and registration is available here.

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