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NAPL Seminars Focus on Effective Prospecting and Pricing

Friday, March 29, 2002

Press release from the issuing company

Noted industry expert Peter Ebner shares proven techniques to maximize performance in these key areas in Midwest programs. PARAMUS, N.J., March 29, 2002 - Printing industry sales expert Peter Ebner will show printers how to prospect for customers effectively, price services competitively, and close sales successfully in two exciting programs from the National Association for Printing Leadership (NAPL) at the Hyatt Regency Woodfield, Schaumburg, Ill., Thursday, April 25.  Ebner is author of numerous books and audio tools for the printing industry, including Earn Over $100,000 a Year Selling Printing. He draws on his extensive hands-on experience in printing through more than 200 talks, seminars, and in-house training programs each year. Prospecting Techniques to Land Hundreds of New Accounts (8:30 a.m.–12 noon) and Stop Losing Jobs to Lower Prices (1:00 p.m.–4:30 p.m.) will offer attendees insights Ebner has gained through training thousands of print salespeople. He’ll provide a step-by-step process for maximizing the productivity of each prospecting call and each closing attempt.  Prospecting Techniques to Land Hundreds of New Accounts provides simple, results-oriented solutions to the most difficult prospecting challenges. Participants will learn how to: Sell the prospect who has already decided to buy from someone else. “Farm” potential customers—a strategy used by the highest income earners. Get results from telephone prospecting. Learn the “hot buttons” that will pique a prospect’s interest. Use a proven formula that can increase sales by $1 million within 12 to 18 months. Stop Losing Jobs to Lower Prices teaches techniques to help print salespeople consistently land jobs even with the highest quotes. Seminar attendees will learn how to: Write quotes that the prospect “can’t refuse.” Close the sale even when the prospects say they don’t have the budget. Make any price seem affordable. Outsell the competition on every quote. Sell the prospect who is shopping for the lowest price. Turn a quote request into an order. Sales professionals who want to improve their sales performance can register online at www.napl.org/events/registration_ebner.htm or by calling NAPL at (800) 642-6275 and selecting Option #3.  Registration for NAPL members is $225 for both sessions (non-members: $275).  Single-session registration is $125 for each session for NAPL members (non-members: $150 each session).  Full-day program includes continental breakfast, lunch and breaks; morning half-day program includes continental breakfast; afternoon half-day program includes snack break and beverages.  Thursday, April 25, 2002, Hyatt Regency Woodfield, Schaumburg, Ill.: NAPL Sales Seminars with industry expert Peter Ebner. Prospecting Techniques to Land Hundreds of New Accounts (8:30 a.m.-12:00 noon) and Stop Losing Jobs to Lower Prices (1:00 p.m.-4:30 p.m.).  Register at www.napl.org/events/registration_ebner.htm or call (800) 642-6275 and select Option #3. Registration: NAPL members--$225 for both sessions (non-members: $275), including breakfast, lunch, and breaks. Single sessions: $125 each for members; $150, non-members.




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