GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

7. Sales Call Flow Every GMS sales conversation — whether phone, in-person, or virtual — should follow a structured flow. Structure creates confidence. Confidence creates closings.

Stage

Objective

1. Introduction

Establish rapport, confirm you have reached the right person Understand current marketing activity and business goals Connect a specific business need to a GMS solution Present a tailored recommendation with specific products Anchor to value and ROI before revealing campaign investment Ask for the order or secure a next step with a specific date/time

2. Discovery Questions

3. Identify Marketing Opportunity

4. Recommend Print Campaign

5. Present Pricing

6. Close or Schedule Follow-Up

Keys to Each Stage • Introduction: State your name, company, and a one-sentence value statement before asking for time. • Discovery: Ask open-ended questions. Listen more than you speak. Take notes. • Opportunity: Use the prospect's own words to reflect the opportunity back to them. • Recommendation: Be specific. Vague recommendations create hesitation. • Pricing: Present as a campaign investment, not a print cost. Show ROI before the number. • Close: Use trial closes throughout ‘Does this seem like a good fit for what you're trying to accomplish?'

Confidential — For Internal GMS Use Only | Page 8