Education Tracks
   
                                             
Business Management - Sponsored by
WEDNESDAY, JANUARY 18, 2017 • EDUCATION DAY
       
9:00 a.m.-
9:50 a.m.		   Customer Acquisition Secrets: Convert Total Strangers to Clients
1 BASI/MASI Credit
It’s a fact that nearly every new lead you target – whether through networking, referrals, canvassing or direct marketing – starts out as a total stranger. In this session, you’ll learn a proven framework for quickly positioning yourself as an expert with every new prospect. You’ll discover how to identify the buyers in each organization, and initiate contact in a way that introduces you as a helpful solutions provider, rather than an annoying order-taking salesperson. And you’ll find out how to quickly qualify your new contact to minimize time wasted with non-prospects, and much more. When you leave this session you’ll understand the crystal-clear process for transforming strangers into paying clients, every time.  
About David Blaise
       
10:00 a.m.-
10:50 a.m.		   Referral Basics: Strengthen Your Sales Network Today
1 BASI/MASI Credit
Getting referrals from your satisfied customers is by far the best way to grow your business, yet some shy away from the idea. You may have questions like: Who should I be asking for referrals? When is the best time to ask? What are the best ways to ask? Why don’t I get referrals when I do ask? In this informative session, you’ll learn the answers to these questions, and take away valuable tips and tricks to grow your network and your profits on a consistent basis.  
About Lisa Peskin
       
11:00 a.m.-
11:50 a.m.		   Crush Your Competition: Beat Websites, Local Distributors and Price-Cutters
1 BASI/MASI Credit
If you’re currently losing business to websites, local competitors and price-cutters, it’s very likely that you’re engaging in the wrong activities with the wrong prospects. In this session, you’ll learn to identify a specific buyer-type that you should avoid at all costs, and discover how to use the five levels of promotional products sales to your competitive advantage. You’ll also learn why operating on levels one and two leaves you far more vulnerable to competition, and why focusing on levels three through five will set you apart and allow you to soar. You may enter this session wondering how to compete with websites, local competitors and price-cutters, but you’ll leave wondering how they can possibly compete with you.
About David Blaise
       
12:20 p.m.-
1:10 p.m.		   Maximize Your Company’s Value: Merge, Acquire or Sell
1 BASI/MASI Credit
Whether you’ve owned your distributorship for two years or 20 years, it’s important to know the value of your company – and do everything possible to increase its worth. This will make your business more attractive to loan officers and potential investors alike, and will pay off when the time comes for you to sell your business. In this unique session, you’ll learn:
  • How even when your firm is new, having an exit strategy can be a powerful, valuable business-planning tool
  • The process that professional mergers and acquisition companies use, helping you capitalize on your company’s value
  • How to effectively communicate your company’s true value to investors and buyers
  • The professional process used to sell a business for the highest ROI, including identifying and marketing to optimal buyers, negotiation, deal structure and tax impact.  
About Chris Vanderzyden
       
1:20 p.m.-
2:10 p.m.		   Overcome Objections and Close More Sales Now
1 BASI/MASI Credit
The sales process includes two times that you may need to handle client objections: when you’re trying to get an appointment with a prospect, and after you’ve presented your solutions and ideas. While objections are a normal part of the process, they can often rattle and throw salespeople off their game. In this dynamic session, you’ll review the process and techniques of handling objections successfully, allowing you to get more qualified appointments and ultimately close more business.  
About Lisa Peskin
       
2:20 p.m.-
3:50 p.m.		   The $100K Workshop: Grow From Zero to Six Figures Fast
1.5 BASI/MASI Credits
In this can’t-miss session, you’ll unlock the blueprint to consistent revenue, gain a checklist of steps you can take to maximize revenue from your existing clients, and discover how to add or layer in the appropriate new clients while balancing seasonality and deal flow. If you’ve ever hit a plateau, had trouble reaching your revenue goals, or wondered where your next round of six-figure results will come from, this session will deliver the action steps you need to get yourself unstuck.  
About David Blaise