Print Management Training Solutions

Selling Managed Print Services

The pressure is on for you to capture this evolving print management market opportunity. You can’t afford to make mistakes. Join us, and in just two action-packed days you’ll take your print management program and results to an entirely new level. Selling Managed Print Services is an advanced sales education forum for today’s sales leaders, print specialists and major account executives.

Topical Overview Includes:

  • Program Introduction & Objectives
  • Defining New Strategies
  • Print Management Engagement Process
  • The “Cooperation Selling” Decision Process
  • Refining Sales Call Objectives
  • Identify Critical Executives & Gain C-Level Access
  • Securing the Appointment
  • Preparing for a Powerful & Productive Initial Meeting
  • Creating Differentiated Value with Questioning Techniques
  • Secure Commitment to the Process
  • Setting Technical & Process Expectations
  • Gaining C-Level Commitment & Support
  • Performing “Quick Views”
  • Collecting Print Environment Data & Best Practices Procedures
  • Building Critical “Decision Mass” Support
  • Methodology Validation Commitment
  • Validate & Analyze Findings
  • Design & Present Solution
  • Closing for “Solution” Commitments
  • Overcoming “Fear Based” Objections
  • Case Studies Demonstrating Process
  • Developing Consensus & Decision Commitment
  • Manage the Relationship & Lockout the Competition
  • Executing Account Reviews
  • Execute an Account Growth Strategy Plan
  • Reviewing Today’s Tools

Agenda:

  • Day One: 8:00 am – 5:30 pm
  • Day Two: 8:00 am – 4:45 pm

Facilitators:

Shawn Cashmark
Shawn Cashmark is a master facilitator and consultant for Print Management Solutions Group, a Learning Outsource Group company, and focuses his efforts on dealer support, MPS integration, and implementation of education strategies and tools provided in Print Management Solutions Group’s internationally recognized MPS training seminars. He has also worked extensively with dealers throughout the UK and EMEA (Europe, Middle East, and Africa). Before entering the training and consulting profession, Shawn had 30 years of experience in all aspects of sales, sales management, and corporate education. His MPS experience dates back to 2001 with Pinnacle Document Systems, which eventually became Sharp Business Systems in 2007. Shawn’s engaging teaching style and commitment to MPS education is recognized throughout the industry.

Who Should Attend:

Executives, Sales VP’s, Sales Managers, Major Accounts, Sales Professionals and Print Specialists