Click here for photos from the event.

Farley told the Junior Printing Executives Association of NSW’s (JPE) annual sales breakfast that selling should never be done over the phone as face-to-face pitches were more impressive.

Closing sales depends on building rapport, creating a relaxed atmosphere and being sincere, according to the Leadership Management Australasia managing director.

He also said that properly engaging with clients meant understanding their needs, speaking their language and focusing on the benefits of a product rather than its features.

Farley urged the 25 attendees to ask for referrals and to join networks to avoid having to cold call prospective clients.

He also said they needed to develop a champion mindset and recognise their unique selling proposition.

“What’s your point of difference? Because if you’re not clear about that it’s difficult to be seen as a point of difference. Otherwise you’re just another person out there selling,” he said.

The breakfast was held at the Carnarvon Golf Club on 24 May.

The JPE’s next event is its annual conference, which will be held on the Central Coast from July 20-22. Click here for more information.

Its last event was the annual industry review night it held in conjunction with the Lithographic Institute of Australia on 3 April. Click here for all the photos.

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