Winning the
Mental Game of Selling™
Target
audience: sales managers, sales reps
Superstar athletes know one thing. Your mental game either makes you or
breaks you. Top-producing sales professionals know this too. Your attitude,
energy, resilience after set-backs and ability to think successfully
strategically as well as tactically sets you apart at the end of the day. The
person with the most advanced and street-smart mental game toolkit wins. This
fresh, innovative program for sales professionals and sales managers will
provide you with an opportunity to "try on" some of the best peak
performance techniques of the selling superstars. This is a new, creative angle
to the selling game that raises everyone's performance bar.
Bill Cole, Founder
and CEO, Procoach Systems
Create Call Openings that Stimulate Interest and Avoid
Resistance
Target audience: sales managers,
sales reps
Prospecting for new
customers is a necessity, although it is often the most dreaded part of a sales
job. Join Art Sobczak as he shows how to create sure-fire opening statements
that create interest and curiosity—not resistance. Using the phone in sales is
only difficult for people who use outdated, salesy, manipulative tactics, or
for those who aren’t quite sure what to do, or aren’t confident in their
abilities. Art’s audiences always comment how he simplifies the telesales
process, making it easily adaptable for anyone with the right attitude.
Art Sobczak, President, Business By Phone, Inc.
Developing Questions that Help Prospects Buy
Target audience: sales managers,
sales reps
So, you have the attention of the decision maker. What’s next? Art Sobczak will show you how develop a questioning process that will improve your chances of getting a commitment. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing “rejection.”
Art Sobczak, President, Business By Phone, Inc.
Leadership is
NOT an Option−It’s a Necessity!
Target audience: owners and managers
When it comes to developing
a high performance team of sales people, office staff and delivery drivers,
leadership counts! Do you have what it takes? Come to this highly interactive
class and find out. Through the use of discussion, self-reflection and small
group interaction, Nancy Stern will help you discover the qualities of
effective leaders and high performance teams, explore the role values and
ethics play, and develop attitudes that project faith, trust and credibility to
direct reports. And, you’ll laugh while you learn!
Nancy Stern
Are You
Networthy? How to Build and Maintain Effective Connections
Target audience: all
I know I am supposed to network, but I don't have much time and I don't
even know what I am supposed to be doing! If that sounds familiar, you are not
alone! Many people secretly despise the idea of "schmoozing," yet
worry they are limiting their career potential without it. If you can attend
one more networking workshop, we promise it could forever alter your approach
to professional networking. You will leave with specific tools to increase your
productivity WHILE you network! Paul Wesselmann has promised to share easy and
fun tips on building and maintaining a useful network as well as how to make
"chit chat" opportunities more relaxed and beneficial for everyone
involved.
Paul Wesselmann, Trainer, Stone
Soup Seminars
FUN-Damentals of World Class
Customer Service
Target audience: all
In
order to survive, you need to have a team of professional players who are all
committed to providing a “total quality experience” to each and every customer
they come in contact with. Join Susan Clarke as she guides you in the process
of identifying the needs and expectations of your customers. Susan will then focus
on creating leaders who can model the behavior and have the ability to
communicate personalized service to their teams and creating teams that can
deliver personalized service.
Susan Clarke, Certified Behavior and
Values Analyst
Don't Strangle the Whiners! Tips for Dealing with All Kinds of People
Target
audience: all
Remarkable interpersonal skills can enhance your
ability to work with colleagues, customers, and others. The challenge is that
each person you encounter has a distinct personality, and let's face it, some
people are easier to get along with than others! This engaging workshop challenges
participants to explore practical strategies that can help manage conflict,
communicate feedback more effectively, and build strong relationships at work
and in life. (This is an updated version of a program Paul Wesselmann presented
at ABC 2003.)
Paul Wesselmann, Trainer,
Stone Soup Seminars
Unit of One: Entrepreneurial Thinking in Small & Large
Organizations
Target audience: all
Whether your organization has hundreds of employees
or is made up of just you, the evolving entrepreneurial mind set suggests that
innovators who demonstrate value to employers and customers create more
possibilities for themselves and others. This comprehensive, action-oriented
workshop is designed to explore nine competencies that can ensure your success.
Paul has spent almost two decades refining this list of traits that have helped
him and thousands of others increase their profitability while deeply enjoying
their work.
Paul Wesselmann, Trainer,
Stone Soup Seminars
Driving Traffic to Your
Website–Internet Marketing Basics
Target
audience: owners, sales and marketing managers
Can your customers find you
on the Web? It is critical that you harness the power and importance of the
Internet for driving new sales and prospects to your business. Traditional
marketing strategies now need to integrate with a strong online presence and Internet
marketing techniques for your Web site. In this session, learn how to drive
traffic to your site through search engines and important changes you can make
to your site to easily and successfully convert prospects to buyers. In
addition, other proven Internet marketing techniques such as e-mail campaigns,
digital advertising and social networking will be discussed.
Enhancing Your Mood with Food.
Target audience: all
Feeling blue? Seeing red?
Tiptoeing around your co-workers until their coffee kicks in? Could what you
are eating be eating at you? Learn the connection between the foods you eat and
the moods you experience during the day and how it can affect your well-being
at work and at home. Leave
Penny
Rudder,
Competing With the Megas: How You Can Capitalize During Change
Target Audience: owners and sales managers
Many dealers find themselves struggling
to compete using traditional methods in today’s dynamic market. This session explores the myths, realities
and opportunities resulting from the changing direction of mega dealers, continuing
market compression and other influences impacting the office products industry.
Join Mark Slatin as he examines two case studies to illustrate some actionable
steps dealers can take to capitalize on the market space big box dealers are
leaving behind.
Mark
Slatin, President, True Colors Consulting, LLC
Green: It’s Not Black or
White—It’s Gray—and It Is EVERYWHERE!
Target
audience: furniture dealer owners and sales managers, furniture sales reps
Green product features are becoming one
of the determining factors in purchasing and specification decisions. Do you
really understand it? In 90 dynamic minutes, this session will bring you up to
speed on green—what it is and what it is not. Gene Lisa, in the commercial
furnishings end of the industry, will give us insight from his 15 years of
experience with green, and working with mid-market and contract dealers,
designers, and facility managers. You will learn the basics of green: the
terminology, the buzz words, questions vendors should be asked and, above all,
how to specify green and make your proposals responsive to corporate and
government mandates and initiatives.
Eugene
Lisa, VP Sales and Marketing, Verde Interior Products
Compete
More Effectively with Furniture
Target
audience: furniture dealer owners and sales managers, furniture sales reps
Successful office furniture operations are based on identifying the
right type of client, understanding your opportunity, and presenting the right
solution. In this information-packed session, dealer consultant
David
Solomon, Principal, Solomon Coyle, LLC
Who
Cares About Technology?
Target Audience: owners and managers
For years you’ve heard that you need to
embrace technology in order to grow your business, but why is this important? You
are not getting pressure from your customers to implement anything beyond a Web
site. You can get your bills out, so the accounting system is fine. What’s all
the fuss about technology? Come to this session to learn about the technology
requirements for doing business with large accounts. John Freund will discuss the technology value
proposition for your customers and what to look for in your accounting and
eCommerce systems. Finally he will discuss how you can use technology to easily
uncover the opportunities that exist for your business today.
John Freund, Chairman and
Executive Founder, Jump Technologies, Inc.
Managing through a Slow Economy
Target audience: owners and managers
Timed to capitalize on the release of
the updated and expanded 2008 version of the Dealer Financial &
Operational Profile, this session will focus on managing assets and
profitability during a business downturn. The presenters’ combination of
dealership management and financial expertise will provide you with financial
insight into your business as well as actionable steps for identifying
weaknesses and developing strategies to maximize asset use, stabilize
profitability and grow your business.
Chuck
Macpherson, VP of Dealer Development, S.P. Richards Company and Tom Maley, VP
of Business Development, S.P. Richards Company
Networking—Sales
Representative Idea Exchange
Target audience: sales representatives willing to exchange ideas
with their counterparts and expand their knowledge networks
Sales reps, join your counterparts for
a structured networking opportunity to exchange success stories on one or both
of the topics below. Attendees will be assigned to groups and each participant
will be expected to share a successful idea or strategy. No flies on the wall
in this session! All must come prepared to share an idea or two. You will have
five minutes to share your story and you will leave with an idea from each
member of your group. This session will include two group discussions. You may
choose to participate in one group on each topic, or repeat one topic with two
groups:
·
Account
retention strategies
·
How to
sell against price
Networking—Dealer
Principal Idea Exchange
Target audience: dealer principals willing to exchange ideas with
their counterparts and expand their knowledge networks
Owners and principals, join your
counterparts for a structured networking opportunity to exchange success
stories on one or both of the topics below. Attendees will be assigned to
groups and each participant will be expected to share a successful idea or
strategy. No flies on the wall in this session! All must come prepared to share
an idea or two. You will have five minutes to share your story and you will
leave with an idea from each member of your group. This session will include
two group discussions. You may choose to participate in one group on each
topic, or repeat one topic with two groups:
·
Sales
management and motivation techniques
·
Creative
marketing ideas
(YES!
Exclusive Program) Improv(e) Your
Life ™
Target audience: YES!
members only
Life doesn’t
come with a rule book, so when the script hits the fan…improvise. In this
workshop, you will experience seriously fun ways to improv(e) your flexibility,
embrace change, and breeze through problems. Improv helps you think on your
feet, be creative and innovative, listen carefully, become a captivating
speaker or presenter, and get the most out of every moment. It’s great for
promoting teamwork, reducing stress, developing resiliency, and creating
dynamic leaders. Participation in this program will challenge your spontaneity,
imagination and intuition. You will get out of the audience and get into the
act. And….you’ll learn while you laugh!
Nancy Stern
SPEAKER BIOS:
SUSAN CLARKE
Susan Clarke is a dynamic international
speaker whose fast-paced and entertaining programs offer a positive approach to
creating environments that encourage outstanding performance. She is a
Certified Behavior and Values Analyst and a recognized expert in the field of
internal and external customer service. Her novel theories are based on her
"real life" experience combined with her expertise in the areas of
behavior, values and attitudes. Susan teaches that by understanding and
anticipating the needs of your customers, you will exceed expectations. By
valuing and caring for your staff, you will have people that are more
dedicated, enthusiastic and energetic!
BILL COLE
Bill Cole, MS, MA, a leading authority
on peak performance and coaching, is founder and CEO of Procoach Systems, a
consulting firm that helps organizations and professionals achieve more success
in life, sports and business. He's coached at the highest levels of big-time
college athletics, major-league pro sports and corporate
JOHN FREUND
John Freund has over
22 years of experience in information technology, focusing primarily on
start-up companies introducing new technologies to the market. Before joining
Jumptech, he was founder and President of Analytical Solutions, Inc., a leading
provider of CRM solutions to the distribution industry. Prior to that, he
co-founded ShowCase Corporation, a leading provider of business intelligence
tools. John served as Vice President of
Sales and Marketing for ShowCase and was part of the executive management team,
helping to grow ShowCase to over $40M in sales with 250 plus employees around
the world.
GENE LISA
Gene
Lisa is recognized as one of the premier speakers and educators on “green”
products in
PENNY RUDDER
Penny
embodies a passion for eating and living healthfully and offers a refreshing
antidote to living in today's hectic world. Her background includes a Bachelor
of Science in Nutrition and appointment to a team of healthcare professionals
exploring the connection between the foods we eat, what we bathe in, how we
handle stress and overall well-being. She created
MARK SLATIN
Mark
Slatin is the president of True Colors Consulting LLC, an independent
management consulting firm that specializes in helping clients improve sales
and work performance through sales training, sales process improvement,
business plan workshops and keynote speaking events. Mark spent 13 years in the
office products industry, leading a $50 million sales organization in the
mid-Atlantic at
ART SOBCZAK
Art Sobczak specializes in one
area only: working with business-to-business salespeople--both inside and
outside--designing and delivering content-rich programs that enable
participants to begin showing results from the very next time they get on the
phone. Audiences love his “down-to-earth,” entertaining style, and
low-pressure, easy-to-use, customer-oriented ideas and techniques. Art has
produced and delivered over 1000 training sessions over the past 22 years for
companies and associations in virtually all business-to-business industries.
DAVID SOLOMON
David Solomon is a business interiors dealership
consultant and practitioner known nationally for bringing business vision,
forward-thinking management practices, and technology and process innovation to
the distribution challenges of the office furniture industry in North America.
He performs business process assessments and provides remediation consulting
for dealerships across
NANCY STERN
Trained in educational
theater, Nancy Stern spent ten years as a producer, director, and educator
before translating her finely honed skills to consulting, speaking, and
training. She quickly became highly regarded as a speaker with a message—one
who leaves exhilarated audiences with practical tools for immediate use. Nancy
has a Master’s Degree in Communication Education and studied improvisation with
the well-known theater group,
JENNIFER RAE STINE
Jennifer
Rae Stine is a seasoned Internet marketing professional, specializing in search
engine marketing and optimization strategies. She holds a B.A. in
Telecommunications and worked for 10 years for large corporations, managing
their Internet presence, search marketing and Web development strategies. Recently, Jennifer has brought Fortune Web
Marketing services to the office supply industry, after identifying a need for
independent office supply dealers to effectively create an Internet branding
presence and generate new business online. By taking each client’s needs and
goals into account, she creates unique solutions that fit the business models
and marketing strategies of independent dealers.
PAUL WESSELMANN