Business News
IPA Announces New Resource Center: Ten Steps to Solution Selling
Monday 18. August 2008 - IPA, The Association of Graphic Solutions Providers, has launched its innovative, comprehensive sales training program, Ten Steps to Solution Selling, a video guide and resource center for implementing solution selling in a graphic solutions sales organization.
Ten Steps to Solution Selling is designed for sales professionals and business managers of premedia, print, creative and other graphic solutions service providers who are seeking to capture more market share and sell at a higher price. The program was commissioned by IPA and developed and delivered by the highest rated speaker of the 2007 and 2008 IPA Business Development ConferencesPatrick Morrissey.
This groundbreaking training program includes a 10-step process for incorporating solution selling into a sales organization. The program utilizes 10 power-packed “how-to” videos, written descriptions for each step, worksheets, homework and other helpful resources to fully support a sales staffs incorporation of the principles of solution selling as part of their regular sales practices.
Discussing the program, Morrissey explains, “As a sales practitioner I have learned there is one overriding best practice…help clients make more money! This program was designed with the clients needs in mind versus focusing on how to win the sale. By listening and learning about our clients and communicating honestly about our expertise and limitations, we form strong partnerships. This program explains how to determine how you can make a difference for your client, create a compelling story and earn a spot as their valued business partner.”
Also available in IPAs new Solution Selling Resource Center is an online solution selling discussion forum, resource list, book suggestions and monthly live chats with Patrick Morrissey.