P4 Tools of the Trade P12 At a Crossroads P21 Product Spotlight DEVELOPING HIGH ACHIEVEMENT IN PRINT SALES P30 Authoritative Sel
APRIL 2008 P2 Publisher’s Thoughts Who’s with Me? P4 Tools of the Trade The Print Council is developing resources that benefit sa
Who’s With Me? A time and patience. A close friend of mine tells me that I am willing to “jump off a cliff” for what I believe.
P4 CANVAS APRIL 2008
Tools The Print Council is developing resources that benefit sales reps for an industry-wide cause. of the Trade T he arguments a
Tools of the Trade The Print Council, a business development alliance formed by the graphic arts community, is trying to meet th
Tools of the Trade Probably the single biggest thing, in my opinion, that we have accomplished in The Print Council is funding t
to have a hard time convincing your client. We’re trying to put together that source of information, so that someone who is goin
Tools of the Trade Print is very powerful in a complimentary fashion. If a client is combining print with another media, they ma
ideal world, we’ll have different people in the industry do these articles, with our help, based on the marketing data that we h
Reps can avoid solving today’s problems with yesterday’s tools by educating themselves on new services. By Bill Gillespie P12 CA
learned about fulfillment the hard way. I had sold a POP kit that was going into drug stores around the country. It was a sweepst
At a Crossroads “Of course,” I responded. “I do it every day.” I let him know that we were not only a “full service, high qualit
It’s safe to say that many of the services that are popular today didn’t exist 25 years ago. Today you need to understand variab
At A Crossroads If your company hasn’t made the plunge, potential vendors will visit and happily conduct a sales meeting on your
Becoming educated The Industry Measure says that in 2006, 47 percent of printing establishments did some sort of digital printin
At a Crossroads At every crossroads there are people that choose not to go forward. For reasons of comfort they stick to what th
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Product Spotlight Sappi Fine Paper North America Launches Tempo™ Sappi Fine Paper North America announced the launch of Tempo™ –
P22 CANVAS APRIL 2008
Will I Be The print world is changing rapidly. Here’s what salespeople need to know to ensure they’ll be alive and thriving five
Will I Be Relevant? Today’s new world The fundamental model of print sales has changed in recent years. Selling print today is n
Will I Be Relevant? developing technologies that allow us to location shift and time shift our communication consumption, and th
The Last Salesperson Standing By Linda Bishop, Thought Transformation Bob sold pagers. He took the job in 1985. Back then, signa
Will I Be Relevant? “It’s the role of the salesperson to take the time to really understand the customers’ needs and develop a m
solutions and consultative sales,” says Fenton. “They’re not just asking, ‘Hey, do you need some print?’ but instead are saying,
Author How sales reps who embrace the authoritative sales approach will have a leg up on the competition. By Peter Ebner Selling
itative CANVAS P31
Authoritative Selling Selling is show and tell “Anyone that can sell, can sell printing; after all, sales is sales” was that man
Authoritative Selling was short lived. By 2004, was beginning to show serious signs of failure because the consultative sales ap
industry or product experts. Which means that authoritative salespeople will not offer their prospects brochures, catalogues, la
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Why the word “no” should get to you. By Brian Sullivan OK salespeople … say it with me. “I love the word ‘No!’” Again. “I love t
Feel the Pain Well, as fun as this would be, this behavior probably wouldn’t help fatten the monthly commission check. While you
After your analysis, make notes about your performance. Your mind is often full of “woulda, coulda, shouldas,” so make good note
Book Recommendation The Go-Giver A little story about a powerful business idea. By Bob Burg and John David Mann M “ ost people j