Pittsburgh, Pa. – Printing Industries of America recently launched a new sales-focused course, The Basics of Prospecting, to the iLearning Center this week. Presented by Bill Farquharson, the course is available to Printing Industries of America printer members as a free benefit of membership.

The Basics of Prospecting consists of eleven short topical videos and will take approximately one hour to complete. Topics include: where to look for the best leads, knowing what to say in order to gain an appointment, and how to create a solid, successful prospecting program. The Basics of Prospecting was designed to help salespeople develop their prospecting skills and learn from case studies on the following best practices:

• How to get an unpaid expert in research to find you great leads
• The single most important sales skill a print sales representative or selling owner must have
• How to avoid the price objection every time
• Implement two proven prospecting processes for consistent sales growth

For more information about the iLearning Center, visit www.printing.org/ilearning or contact Joe Marin, Vice President of Education & Training at [email protected].