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NAPL Sales Seminars Focus on Handling Objections, CLosing Effectively

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., July 1, 2002 — Printing industry sales expert Peter Ebner will show printers how to land more jobs by using time-tested closing techniques, and how to avoid losing sales by overcoming virtually any objection in two exciting programs from the National Association for Printing Leadership (NAPL) on Thursday, July 18, at the Hyatt Regency Woodfield, Schaumburg, Ill.  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 printing experience for the more than 200 talks, seminars, and in-house training programs he delivers each year. Thirty Closing Techniques That Work (8:30 a.m.–12 noon) and How to Turn Any Objection Into a Sale (1:00 p.m.–4:30 p.m.) will offer attendees insights Ebner has gained through training thousands of print salespeople.   Thirty Closing Techniques That Work provides more than 30 proven closing techniques designed to help print salespeople land more jobs. Because “prospects don’t buy from the salesperson who sold them, they order from the salesperson who closed them,” participants will learn how to: - Close the sale without asking the prospect to buy. - Turn a prospect’s questions into closing opportunities. - Take the pressure out of closing and make it easy for prospects to order. - Use a simple technique that will instantly double their closing rate. - Avoid the common mistakes that might be costing them sales. Anyone who has sold print has heard it before: “I need more time to think about it” or “The price is too high.” Too many times, objections like these and a host of others mean lost sales. In How to Turn Any Objection Into a Sale, Ebner gives salespeople effective ways to overcome almost any objection. Participants will learn: - How to close the sale without answering the objection. - The first thing to do when prospects object. - Simple rules that make handling any objection easy. - How to get prospects to stop procrastinating and order today. - How to use objections as a signal that the prospect is ready to buy. - How to overcome a prospect’s objections before they occur. Sales professionals who want to improve their sales performance can register online at www.napl.org/events/cpd_seminars/ebner_seminars_262002.htm or by phone at (800) 642-6275 and selecting Option #3.  Registration for NAPL members is $225 for both sessions (non-members: $275). Full-day program includes continental breakfast, lunch and breaks. Single-session registration is $125 for each session for NAPL members (non-members: $150 each session). Morning half-day program includes continental breakfast; afternoon half-day program includes snack break and beverages.