Workshop #1… ROI Selling: Defeating Competition and Enhancing Prospecting Success

   Newest, Latest, Print Sales Techniques to Win in a Challenging, Changing Print Market.

This workshop has been created in the response to the printer’s lament that all clients want is to ‘buy on price’! This workshop will illustrate how print sales representatives (as well as the entire client satisfaction team) can create “loyalty” via enhancing their clients’ and prospects’ ROI (Return on money Invested in print results).

             Workshop # 2…Successfully Reaching and Selling at the “Director” Level

Successfully Reaching and Selling at the “Director” Level Executive , This workshop directly addresses and focuses on the latest techniques proven successful in helping professional print sales representatives gain more business, ward off new and current competition, build stronger relationships with current clients and prospect.. The recommendations are not theoretical but based upon the actual successes of professional print sales representatives.

Full descriptions of either workshops follow below, or can viewed at www.terryanagi.com.

Workshops #1… ROI Selling: Defeatng Cometition and Enhancing Prospecting Syccess
Newest, Latest, Print Sales Techniques to Win in a Challenging, Changing Print Market.

This workshop has been created in the response to the printer’s lament that all clients want is to ‘buy on price’! This workshop will illustrate how print sales representatives (as well as the entire client satisfaction team) can create “loyalty” via enhancing their clients’ and prospects’ ROI (Return on money Invested in print results).

This full day workshop’s action-oriented agenda addresses and includes:

·         Today’s and tomorrow’s buying characteristics and your best reactions to them
·         Profiles of 7 key “emerging sales competencies” and your successful response .
·         Loyalty makers and loyalty busters – becoming a true “ROI ” sales representative
·         “Selling Solutions” versus bidding on specs.
·         Imaging and re-imaging
·         Selling “added value” versus “value added”
·         Techniques for enhancing ones’ success in selling ROI consulting critical techniques….
·         Aligning with a client’s strategic objectives
·         Listening beyond product needs
·         Finding the optimum pathway to achieve client’s goals, even when they do not realize what they are
·         Understanding the financial impact of print on a client’s success
·         Transforming this into projected and successful ROI results
·         Orchestrating your organizations resources
·         Enhancing your skills as a consultative problem solver
·         Creating a continuing non-competitive relationship based on ROI results
·         Building a VISION of the best permanent relationship with a client
·         Reacting to the challenge of voice mail, e-mail and the Internet
·         Re-examining what should be changed in your selling techniques

Print client loyalty can be maintained! It requires a new, innovative and “solutions” oriented sales approach. This 1 day workshop presents the tips and techniques required to make a meaningful conversion to “ROI Selling Success”.

Step-by-step methods are presented to become a Total “ROI” Sales Representative, concentrating on bringing value and increased productivity to a client’s print needs versus simply bidding on specs. ROI SELLING is not based on any ‘pie-in-the-sky’ philosophies. It is based on actual information provided by print buyers as to how they like to be sold to (or rather, how they like to buy), as well as how successful print sales have responded.

                   # 2…Successfully Reaching and Selling at the “Director” Level

Successfully Reaching and Selling at the “Director” Level , This workshop directly addresses and focuses on the latest techniques proven successful in helping professional print sales representatives gain more business, ward off new and current competition, build stronger relationships with current clients and prospect more effectively. The recommendations are not theoretical but based upon the actual successes of professional print sales representatives, versus theory/delete.

Major issues to be addressed during this one-day workshop include

·         Why Sell at the “Director” Level Executive?
·         Selling Print Beyond Your Expectations
·         How Buyers are Changing and Your Successful Reaction to these Changes
·         Criteria Used in Selecting a Printer
·         Why You Must Reach and Sell at the “Director” Level (MD, Financial Director, Marketing Director, Sales Director, etc.)
·         Methods of Obtaining an Interview with These “Directors” (Getting Past Voice Mail and Assistants)
·         Who’s Buying for What Purposes and / Impact on /How This Impacts Your Sales Consulting Strategies
·         Enhancing Your Needs Assessing Process
·         Key Questions to Ask During Your First Sales/Consulting Sessio
·         A Proven Needs Assessment Proces
·         15 Questions to Ask to Better Understand “Director” Needs and Peak Their Interest
·         Selecting and Selling ROI Alternatives
·         Proving Your Unique Value
·         The Best Way of Selling to the MD
·         Best Way of Selling to the Marketing Director
·         Best Way of Selling to the Sales Director
·         Best Way of Selling to the Creative Director
·         Best Way of Selling to the Financial Directo
·         Best Ways of Selling to a Committee
·         Best Way of Selling to the Professional Buyer
·         Best Way of Selling to Marketing/Creative Associates
·         New Age Prospecting for Fun, Profit, and Success
·         The Power of References and Testimonials
·         Ideas on More Successful Trade Show and Network Events
·         Defeating Voicemail
·         Effective Use of Voice Mail and e-Mail
·         Imaging and Re-imaging to Establish a Stronger Identity with Clients
·         Using Computers to Sell, Image and Re-Image to the “Director” Level Executives
·         Selling in the Digital World of Tomorrow
·         20 Final Ideas and Techniques for Selling the “Director”.

This workshop is designed to be a change agent in your life. It will provide you with ideas not presented in previous seminars

About Terry A. Nagi – Seminar Leader

Terry A. Nagi is well known and highly respected in the printing industry for his motivational approach to seminar leadership as well as detailing pragmatic, down-to-earth print specific management/marketing/sales techniques. His workshops are based on what has actually worked for successful print organizations. He avoids rhetoric and concentrates on the real world.

Terry Nagi is President of Terry A. Nagi & Associates (Washington, DC). This company works only with printers and specializes in sales representative training, building the client satisfaction team, positioning printers in their marketplace and developing business sales & marketing plans that can be implemented to achieve greater success.

The author of many books including, Successful Print Cold Call Selling, Selling the Print Solution, The Digital Print Sales System, Digital Print Marketing, Unleashing Your Print Negotiation Skills, , Enhancing Customer Service Skills. He writes frequently for leading magazines such as NAPL’s Print Manager, High Volume Printer, Instant and Small Printer, Canadian Printer, Australian Printer, New Zealand Printer, Printing News, Print & Graphics, Digital Imaging, and others. Prior to forming his own consulting firm in 1982, he was the Executive Vice President of Printing Industries of America and Director of Marketing at Western Publishing Company. He began his career as a Sales Representative and Sales Manager for a leading North American Printer.

                         About Colin Thompson – Workshop Coordinator

Colin Thompson has over 25 years experience as Managing Director and Director. His career to date has given him a complete exposure to business management and management of people. He has wide experience in PLC and private company’s in top level management of increasing sales/profit. Also, turnaround and re-engineering experience linked to new corporate identities and successful mergers/take-over. Plus, developed many business models to increase profitability. Initiated New Corporate Identities, also Managing Director:

          Datagraphic Inc. UK, division of USA Group
          Forms UK plc (etrinsic plc
          WH Smith PLC - Print and Distribution
          Kenrick & Jefferson Ltd
          Mail Solutions Group Ltd, division of SSWH PLC

#1…ROI SELLING: Defeating Competition and Enhancing Prospecting Success
Date: 22 April 2008          Time: 0900 – 1645            Location: Institute of Directors, London
Date:   29 April 2008         Time: 0900 – 1645            Location: Institute of Directors, Birmingham

2…Successfully Reaching and Selling at the “Director” Level
Date:     23 April 2008        Time: 0900 – 1645            Location: Institute of Directors, London
Date:     30 April 2008        Time: 0900 – 1645            Location: Institute of Directors, Birmingham

To Register: Send Terryanagicouk@aol.com an email with:

1.     Names of individuals to attend

2.     Indicate which dates and locations

3.     List your e-mail address

[   ]      Direct debit billing with be made one month prior to this workshop. Course fee is 225 pounds sterling 1st person, 195 pounds sterling for each additional person which includes the participative workshop, handouts, active discussions, tea breaks, lunch, questions/answers, and a guarantee of your satisfaction. Group rates (more than 4 attendees) and private workshops are also available. Payment due two weeks prior to workshop. Cancellation fee of 60 pounds sterling up to one week before workshop date.

Registration fee for attending both sales workshops “ROI Selling ” and “Reaching and Selling at the “Director” Level ” 325 pounds sterling, 1st registrant; $295 second registrant..

All registrants will receive a copy of Colin Thompson’s latest book, Create Your Own Success Story: together with Terry A. Nagi’s latest book, “Selling the Print Solution”



For complete information on both workshops, go to www.terryanagi.com; or e-mail terryanagicouk@aol.com