Lunch & Learn [SJ] Mastering the Consultative Sale

Are you ahead or behind the trend? We are now firmly in the solution selling paradigm. Old school transactional selling is fading by the wayside being replaced by comprehensive solution selling strategies. We need to understand HOW to help our clients and prospects meet their objectives.

We will discuss how you and your sales team can execute a client needs assessment to determine how we can fit into their business needs; ask better questions; use the right marketing tools; develop new sales cycles and more!

For owners, sales managers, sales representatives and CSRs.


  • How to understand your clients? objectives
  • Best practices for delivering an effective client needs assessment
  • Key components for case studies
  • Learn how to offer solution based programs instead of print products
  • Learn to be skilled at understanding how to focus on ROI for clients and prospects

Leslie Groene President, Groene Consulting, is one of the coaching superstars in the world of corporate sales as well as a business consultant and author. Her background is in the paper and printing industries as a sales rep and sales manager. She has been featured in many PIA affiliate markets and as a speaker and business development trainer including the recent Print Leadership Summit. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book Picture Yourself & the Life You Want and is a nationally renowned motivational speaker. To purchase her book or to contact her please go to


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