A great deal has changed in the
printing marketplace in just the
last few years, and for too many
printing salespeople, selling skills
and attitudes seem to be lagging
behind. Some of the “old ways”
should definitely be preserved, but
others need to change in order to
play by the new rules. This seminar
will define those rules and teach the
skills and attitudes required by the
21st Century printing marketplace.of service, we need a little more time. Please stop by again. Thank you for your interest!

DAVID M. FELLMAN has had
broad and successful personal experience in
sales, sales management, and marketing
management. Prior to founding DF/A in
March 1989, he held positions as Vice
President of Sales and Marketing/Spectra
Graphics, Director of Marketing/Paris
Business Forms, Director of
Marketing/Keuffel & Esser Company, and
a series of increasingly important positions
while moving "up the ladder" with Moore
Business Forms. As a field sales representative
in his early years with Moore, he
earned distinction as the president of an
annual Sales Achievement Club.

Seminar HighlightsProspecting In The 21st Century
will define a step-by-step, process approach to
prospecting, facing each of the many prospecting
challenges in turn.- This segmentT
segment will introduce 5 proven ways to improve
time management and organizational skills and
increase productive selling time.ime Management and Organization - ThisFact Finding, Opinion Finding and Opportunity

Finding Questioning Skills
that the first meeting should be more about learning
about them, not just telling them about you. In
this segment, he’ll explain what questions to ask in
order to identify not just printing needs, but real
opportunities to displace the current supplier.- Dave Fellman saysPreparing and

Presenting Your Proposal
quote simply tells the buyer what you’re willing to
sell a print job for. A proposal tells that buyer why
he/she should buy from you!- AUncommon Solutions For Common Obstacles and

Objections

for handling the four most common initial objections
printing salespeople run into, and several
more “later stages” objections.- This segment will introduce strategiesNegotiation Skills & Strategy
raises a price objection, it’s an invitation to negotiate,
but that doesn’t mean automatically lowering
your price! In this segment, Dave Fellman will teach
how to negotiate more effectively, explaining the
three fundamentals of this advanced selling skill.- When a customerGet All The Value From Every Customer
the value of what they’re buying from you now.
Second is the value of what they could be buying
from you. Third is the value of influence, and the
ways in which current customers can help a salesperson
to develop new customer relationships.-

First is the value of what they’re buying from you now.
Second is the value of what they could be buying
from you. Third is the value of influence, and the
ways in which current customers can help a salesperson
to develop new customer relationships.Join us for this very informative

4 hr seminar from 1pm-5pm on
April 28th,2010 at the Crowne Plaza
in Cromwell, Ct.
There will be refreshments
during a break and a cocktail reception
with hors’doevres,beer and wine
immediatly following.

All this is included in the
$30.00 registration fee. Seating is
limited so please mail registration by
April 19th,2010

Please arrive by 12:30 for
refreshments and registration. We
will accept walk-ins depending on
available seating.

This seminar is open to members
and non members of the CVLC

Payment Methods make checks payable to:

CVLC
190 clintonville road
north haven,ct. 06473

For credit card payment
We now except Paypal:
Please send your email to
susanmulqueen@ctlitho.com
please contact the following for
additional information

Sue Mulqueen
susanmulqueen@ctlitho.com
203.234.0526

steve haag
stephen.haag@cyberchrome.com
203.488.9594 ext 326

Dave Signore
Dsignore@phoenixpressinc.com
203.710.5811

ken d’amato
ken1948@sbcglobal.net
631.433.6848

your graphic communications
networking & educational organization