Recorded Sessions from the 2010 Print Solutions
Conference & Expo

The following education sessions were recorded at the 2010 Print Solutions Conference & Expo, May 24-26 in Baltimore are now available.

Listening to Win Customers
Bryan Flanagan, director of corporate training, Ziglar, Inc.
One of the most underrated skills in selling is listening, but it is also one of the easiest to learn. This session will give you practical tips that you can follow every day so that you may begin to listen more effectively and learn more from your customer–directly attributing to increasing your sales and close ratio. Learning how to become a more effective listener will allow you to become better equipped to correctly interpret and understand your customers’ needs and help you uncover new opportunities.

Fundamentals of Proposal Development
BJ Lownie, director, Strategic Proposals LLC
This session will teach you the basics for designing a sales proposal, as well as key elements for effective proposal writing. You will be shown how you can craft your proposal to highlight your company’s strengths and deliver a persuasive, customer-focused proposal that addresses your customers’ hot-button issues and their bottom line.

Questioning Skills for the Sale
Bryan Flanagan, director of corporate training, Ziglar, Inc.
This session covers critical fundamentals of interviewing and questioning that sales people should practice, but don’t. Learn how to use opening and closing questions to get your customer to visualize your value, how to ensure your customer trusts you to understand their needs, and the power of silence. Plus, discover strategic techniques and questions that will help you lead your clients to increase order size and consider you when placing new orders.

Pricing the Consultative Sale
Jeff Slutsky, president, Street Fighter Marketing Inc.
If you still bundle the cost of your services, this session will teach you how you can stop leaving money on the table and start charging for your expertise. Learn which services you should be charging for, receive a formula to ensure that you are covering all of your costs, and start making a profit on these services. Examine how companies that specialize in consultative selling charge for their expertise so that you may begin leveraging these new services for revenue.

The Mirror Test
Jeff Hayzlett
During his keynote address at the 2010 Print Solutions Conference and Expo, Jeff Hayzlett dicusses his new book, The Mirror Test, in which he shares many words of wisdom for a mature industry.