PSDA's Young Innovators committee held to a complimentary webinar on Thursday, March 19 at 12pm ET / 11am CT / 10am MT / 9am PT. You can view the recording on this page.
If you want to make more money, you probably have to do more prospecting! More than that, though, you have to do it effectively. No one wants to make cold calls — or to receive them! — but that's OK, because in this fast-moving program, Dave Fellman will teach you a better and warmer way to build your business. It's a step-by-step, process approach to prospecting, facing each of the many prospecting challenges in turn.
How to identify good "suspects" and then how to identify the real decision-maker
How to qualify or disqualify prospects according to three key criteria
How to handle the most common early-stages obstacles and objections, including gatekeepers and voice mail
David M. Fellman is the president of David Fellman & Associates, Cary NC, a sales & marketing consulting firm serving numerous segments of the graphic arts industry. He is the author of Sell More Printing (2009) and Listen To The Dinosaur (2010), which Selling Power magazine listed as one of its "10 Best Books To Read in 2010." His articles on sales, marketing and management topics have appeared in a variety of industry publications, and he is a popular speaker who has delivered seminars and keynotes at industry events across the United States, Canada, England, Ireland, Australia and New Zealand.