The 90-day Get Sales NOW! Program uses a combination of sales coaching and small-group conference calls to teach printing professionals how to turn sales prospects into customers. Produced by the Print Tec Network and sponsored by the Printing Industries of America, the program is not just an academic exercise. During the three months the course is in progress, participants are asked to identify ten new prospects each week. Then, with coaching and guidance from the experienced sales pros on the Print Tec staff, course participants attempt to line up appointments. According to the PIA, the average participant is lining up two to three appointments with new clients each week.
B & B Printing in Richmond, VA, initially enrolled two of its sales reps in the program. According to Steve Van Huss of B & B, “When the other reps saw the extraordinary success achieved by the first two participants, they came into my office begging to sign up as well. By using a structured prospect-development process, the team is in a much better position to analyze what works an what doesn't, and learn from the experience, improving their sales skills in the process.”
Print Tec starts at least one new class each month and limits the size of each class to ten participants. (Print Tec Network: 781-934-7036, www.printtec.com)