Selling Digital Printing Training: Giving Your Customers Value

Business Development Services
Sales and Marketing Services
Selling Digital Printing Training

Giving Your Customers Value
Digital printing opens up new markets,

new revenue streams. But in order to tap
into it, you’re going to need some new selling
approaches and skills. In this workshop, you’ll
learn where the digital opportunities are, and
some proven sales processes and techniques to
close the deal.
It starts by shifting your focus from order
taking to consultative selling. Once you know
the right questions to ask, you’ll be able to sell
digital applications that add value to your
customers’ businesses and revenue to yours.
Sales and Marketing Services
Understanding the digital opportunity Help where you need it most
The training scopes out the size of the digital printing opportunity Digital printing is an opportunity that is here for you right now. Xerox
and profiles the characteristics and habits of a successful digital wants to help printers like you maximize profitability and provide a
printing salesperson. foundation for long-term success. Our Sales and Marketing Services
are designed to give you the help you need. It’s all part of our total
Sales process analysis commitment to deliver the consulting, sales, marketing, workflow
There are four traditional selling processes used in the printing industry. and application development services support you need every step
See how they are used, and why they are insufficient for selling digital of the way.
print. Get to know the why and how of consultative selling, and why it’s
the right approach for your digital print services.
Making digital sales Selling Digital Printing Training

Our sales training approach meets the development needs of everyone This is a step-by-step approach to building a repeatable
in your sales force from newly hired representatives to experienced effective digital printing selling process. The curriculum breaks
sales professionals. it down into easily understood components and then helps you
put it into action the minute you leave the classroom.
Organize and identify
Here are some of the topics covered:
One of the foundations of successful digital print sales is an organized
approach to territories and prospecting. We’ll show you how to create a • Consultative selling versus “order taking”
go-to-sales plan for your specific market, and enable you to develop • How to get started in a new territory
a targeted prospect list.
• I dentify the organization’s core capabilities that create a
Making the call competitive selling advantage
So who do you call on and what do you say? This valuable training • Getting the appointment and making an initial call
gets down to specifics in identifying how to prepare and execute a
• The elements of an effective sales call
successful call. One of the key elements here is the capability portfolio,
the sample applications that help you demonstrate the value of digital • The steps in an effective sales process
printing applications. • How to identify a customer’s potential for digital printing
Selling Digital Printing Training — • Proven techniques to overcome customer objections

taught by our digital printing professionals •D
evelop and deliver a customized digital printing
This is invaluable training for owners and their sales force. value proposition
The training is instructor-led and delivered at individual customer •D
evelop a list of five high-impact actionable items by the
locations or Xerox designated locations. conclusion of the workshop
Moving into action
You’ll be ready to put what you learn immediately into action.
All attendees leave with an Action Planning Guide, and the
ProfitAccelerator® Selling Digital Printing Audio Playaway, a great
way to take the learning with you wherever you go.
For more information on our comprehensive collection of

Business Development Services, contact your Xerox representative
or visit us at www.xerox.com/businessdevelopmentservices
©2011 Xerox Corporation. All rights reserved. XEROX®, XEROX and Design® and ProfitAccelerator® are trademarks of
Xerox Corporation in the United States and/or other countries. 08/11
701P48538

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Business Development Services

Sales and Marketing Services

Selling Digital Printing Training

Digital printing opens up new markets,

Making digital sales Selling Digital Printing Training

Selling Digital Printing Training — • Proven techniques to overcome customer objections

For more information on our comprehensive collection of

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