Education Tracks
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Get Selling!  
TUESDAY, JULY 14, 2015 • EDUCATION DAY
     
9 a.m.-
9:55 a.m.		   Develop a Highly Effective Sales Game Plan
INTERMEDIATE – 1 Credit
 Most salespeople wake up in the morning, check their voice mail and email, check for the appointments on their schedule and from there… they wing it. However, the most successful sales superstars have well-defined game plans, including very specific activity and results goals that guide their daily, weekly, monthly and quarterly efforts. In this session, you’ll discover an easy process that will help you analyze your business and develop a personalized strategic game plan based upon your role, business and past successes. This session will ultimately help you maximize your time and efforts, increase your sales pipeline significantly and close more business on a consistent basis.
About Lisa Peskin
     
10 a.m.-
10:55 a.m.		   The Power of Body Language: Discover What Your Clients Aren’t Telling You
ALL LEVELS – 1 Credit
 Being able to read and understand body language can be your secret weapon when dealing with clients, whether you’re meeting for the first time or negotiating a multi-thousand-dollar deal. For example, if someone has reservations about dealing with you, using positive body language can minimize their hesitation. In this interactive workshop, you’ll discover how to tell when your client isn’t giving you an honest answer, and ways to fine-tune your own non-verbal cues to improve your vocal, speaking and communications skills. By giving your body-language style a makeover, you’ll gain the winning edge in your personal and professional interactions.
About Lillian Glass
     
11 a.m.-
11:55 a.m.		   5 Ways to Win Big Corporate and Nonprofit Clients
INTERMEDIATE – 1 Credit
 Every distributor wants to know how to land the big accounts, and in this session, business-growth expert David Blaise will explain how to do just that. In this information-packed session, you’ll discover the five proven methods for pinpointing the perfect larger corporations and nonprofits to target. You’ll also learn how to identify and establish contact with likely buyers within the organization, and find out what larger clients are really looking for – and how to position yourself and your company to deliver these powerful campaigns. From targeting the specific accounts you want, to overcoming many of the objections common to larger clients, you'll come away from this session with the action plan you need to convert big corporate and nonprofit prospects into clients today.
About David Blaise
     
1:30 p.m.-
2:25 p.m.		   Loyal for Life: Build Trust, Credibility and Revenue
ADVANCED – 1 Credit
 If you really want to get an edge over your competition, one key strategy for doing so is to always have a full sales pipeline. In this session, you’ll also discover a counterintuitive strategy that will take the mystery and fear out of competitive dominance and lead generation. Ford Saeks’ innovative market-domination strategies modernize the customer-engagement model by applying reverse psychology: placing the influence in the buyer’s hands rather than the seller’s. This hands-on sales training seminar will reveal underutilized methods that you can use to attract qualified prospects, increase conversion rates and quickly grow your bottom line. You’ll leave knowing how to:
  • Immediately build trust and credibility that will foster customer loyalty
  • Create a successful buying culture
  • Set your lead-generation efforts on cruise control
  • Become a true and lasting sales leader.
About Ford Saeks
     
2:30 p.m.-
3:25 p.m.		   Earn More by Doing Less: How Million-Dollar Producers Sell
ADVANCED – 1 Credit
 If you could track the activities of million-dollar producers, you’d discover that instead of doing more work than their lower-performing counterparts, they’re actually doing less. Specifically, they’re doing less of the work that costs money and more of the work that makes money. In this eye-opening session, business-growth expert David Blaise will reveal a handful of actions that million-dollar producers perform better and differently than those who sell less. You’ll leave armed with the tips you need to start performing at your peak.
About David Blaise
     
3:30 p.m.-
4:25 p.m.		   Content Marketing Success: Increase Your Response Rate Today
INTERMEDIATE – 1 Credit
 According to the Content Marketing Institute’s 2014 “Benchmarks and Trends” report, a whopping 93% of B2B marketers use content marketing to generate results – and they also use an average of 13 different content-marketing tactics. Compelling content is the new door-opener! But how do you develop a strategy and decide on which tactics to use? In this session, we’ll give you tips on how to formulate a strategy that delivers, and review a variety of tactics guaranteed to generate a response. If you ever wondered how blogs, video, email newsletters, infographics, podcasts (and more!) can help you win business, this class is for you!
About Bobby Lehew
 
WEDNESDAY, JULY 15, 2015 • EXHIBIT DAY ONE
     
2:45 p.m.-
3:45 p.m.		   The Affordable Care Act: How It Will Affect Your Clients’ Buying Decisions
ALL LEVELS – 1 Credit
 In this session you’ll learn about details of the Affordable Care Act (commonly known as ObamaCare), its effect on the promotional products industry and the new opportunities it offers distributors. This interactive session, presented by a retired health care provider, will give distributors the facts they need to know about the ACA, along with actionable information they can put into use immediately. You’ll leave knowing how the ACA will cause product sales to shift, why your perceived value to your clients might not be what you think it is, and exactly what you can do to take advantage of the opportunities that never existed prior to the ACA becoming law.
About Ron Williams
 
THURSDAY, JULY 16, 2015 • EXHIBIT DAY TWO
     
1:30 p.m.-
2:30 p.m.		   Take Control of the Sales Process: How to Manage Your Clients
INTERMEDIATE – 1 Credit
 The old adage that your prospect or customer is always right isn’t always true – especially if that potential buyer is only interested in the lowest possible price, or she just wants to see what you have to offer before purchasing from another distributor. The good news is that there are smart sales strategies you can use to lead your clients in the right direction, counter objections immediately and take back control in the sales process.

In this session you’ll discover easy ways to:

  • Find buyers instead of lookers
  • Make new connections quickly
  • Ensure that prospects and clients return your calls and emails right away
  • Handle price shoppers
  • Overcome almost any objection
  • Sell without samples
  • Upsell successfully every time.
About Don Sanders