Specialist training consultancy Maximum Impact has introduced a new financial awareness course for print salespeople.


Its all about understanding value-added, said managing director Bill Davis. If salespeople are faced with a negotiating position and they know what value-added is and understand what the negotiating margin is, they can bring a job in on that basis.


The course can run as a standalone one-day programme, and also forms part of the firms three-day print selling skills course. The full course also includes training in assertiveness skills. A lot of salespeople are doormats to customers, and they get taken advantage of, added Davis.


Bridport-based Maximum Impact recently strengthened its senior management team with the appointment of Simon Hubner as joint managing director and former Wace Burgess operations director John Wakeling as non-executive chairman.


Davis will speak at PrintWeeks Maximising Margins Conference in April. His topic is selling smart not just shifting sheets.


The majority of sales in printing are price-led, and thats the wrong way to go about it. Selling on price focuses on the competition, not what the customer actually wants, stated Davis.


Contact: Maximum Impact 01308 424214; PrintWeek Conference 020 8267 4011.