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Calgary TELUS Convention Centre
September 25th, 2008
9:00 am – 5:00 pm
The Art of Sales presents a full day program with an exceptional line up of best-selling authors, sales experts and speakers. This event promises to be a remarkable learning and networking opportunity for you and your sales team!
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JEFFREY GITOMER
New York Times Bestselling Author Of... The Sales Bible & The Little Red Book Of Selling
Salespeople, and people who serve customers, are looking for new information about their everyday situations, interactions, opportunities, problems, and challenges. In short, anyone attending a seminar is looking for ANSWERS.
Speaking and training more than 150 times a year, Jeffrey Gitomer provides answers, informs, challenges, and entertains professionals for companies like BMW, Cingular Wireless, Coca Cola, DR Horton, Hilton Hotels, NCR, BNC Mortgage, Ferguson Enterprises, Liberty Mutual, Principal Financial, and hundreds of others.
Gitomer’s seminars focus on the self-evaluation of individuals and deliver pragmatic, real-world information that is easy to understand and use. He is the bestselling author of The New York Times best-seller The Sales Bible, The Little Red Book of Selling and The Little Red Book of Sales Answers. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, and his latest best-selling books The Little Black Book of Connections and The Little Gold Book of YES! Attitude. Jeffrey’s books have sold more than a million copies worldwide.
Topics Covered:
- Understanding buying motives
- The Life-Long Learning Formula
- Earning referrals
- Engagement
- Give value, then ASK for the sale
- It's NOT work, it's NETwork
- The Loyalty Formula
- Creating a real difference between you and other companies
- How much is one customer worth?
- The relationship -- How to build it
- The difference between satisfied and loyal customers
- Getting your phone to ring with qualified prospects
- Putting yourself in front of people who can say yes to you
- The value of memorable actions
- The personal side of customer service - The NEW rules of the game
- Gitomer's list of "Things Customers Want...NOW!"
KEITH FERRAZZI
New York Times Bestselling Author Of... Never Eat Alone
Keith Ferrazzi is one of the rare individuals to discover the essential formula for making his way to the top through a powerful, balanced combination of marketing acumen and networking savvy.
Both Forbes and Inc. Magazines have designated him one of the world's most "connected" individuals. Now, as Founder & CEO of Ferrazzi Greenlight, he provides market leaders with advanced strategic consulting and training services to increase company sales, and enhance personal careers. Ferrazzi Greenlight applies experiences gleaned from the careers of its executives spent in the highest echelons of corporate America, as well as principles from Ferrazzi's book, 'NEVER EAT ALONE And Other Secrets to Success, One Relationship at a Time.'
Ferrazzi has been widely recognized by his peers, is a frequent contributor to CNN and CNBC, and has authored numerous articles for leading business publications, including Forbes, Inc., the Wall Street Journal and the Harvard Business Review. Ferrazzi was an early leader in the quality movement as the youngest examiner of the Malcolm Baldrige National Quality Award. He has been named a "Global Leader of Tomorrow" by the World Economic Forum, one of the top "40 Under 40" business leaders by Crain's Business, one of the most distinguished young Californians by the Jaycees, and one of the most creative Americans in Richard Wurman's "Who's Really Who".
Ferrazzi's extraordinary rise to prominence, which includes a stint as the youngest Chief Marketing Officer for a Fortune 500 company while at Starwood Hotels and Resorts Worldwide, has even inspired a Stanford Business School case study. Most recently, Ferrazzi served as Chief Executive Officer for YaYa Media, a leading interactive entertainment consultancy. Prior to that, while at Starwood Hotels, he oversaw all marketing activities for global brands such as Sheraton, Westin, The Luxury Collection, St. Regis, and W Hotels. Previously, Ferrazzi was Chief Marketing Officer of Deloitte Consulting, a leading global management consulting firm, where he developed and managed the industry's first globally integrated marketing organization. His creative marketing strategy drove the ascent of Deloitte's "Consulting" brand recognition from the lowest in the industry to a primary position, and spurred the highest featured growth rate in the industry.
Topics Covered:
- Ferrazzi earned a BA degree from Yale University and an MBA from Harvard Business School.
- Transform Business relationships into Personal - work with personal friends rather than strictly professional contacts
- Build emotional ties that transcend transactions through demonstrating uncommon generosity with their clients
- Uncover new leads and warm-up cold calls through cultivating their existing networks
- Close more deals by increasing their value proposition through relationships
- Learn how to reshape unreasonable or difficult requests through the principles of buy-in
FRANCES COLE JONES
Founder Of Cole Media Management And Author Of... How To Wow
In today's fast-paced world, where an elevator ride with your CEO can turn into an impromptu meeting, your lunch date can become a job interview, and your conversation at a cocktail party may be a preamble to a potential business merger, knowing how to market yourself in any situation is vital. Corporate coach Frances Cole Jones has helped numerous CEOs, celebrities, and public personalities present their best selves on camera and onstage, in boardrooms and in person; now in her new book, How to Wow, she shares her strategies for making your mark in business and in life.
Every encounter, Jones believes, provides you with an opportunity to positively influence colleagues, employers, neighbors and even competitors. Not only your words, but your tone of voice and your body language speak volumes. The question, however, is: Are they working together to say what you want them to, as effectively as possible?
With easy-to-follow advice, amusing anecdotes, and immediately employable hints, Jones' guidelines can keep you cool (even in hot water). From asking the right questions to giving the right answers, How to Wow will provide you with the confidence to be calm and commanding in all you do and to wow anyone anywhere anytime.
Frances founded Cole Media Management in 1997. From the beginning her company's focus has been cultivating clients' inherent strengths to develop the powerful communication skills that enhance personal and professional performance.
The scope of Frances' work includes preparation for television and print interviews, IPO road shows, meetings with potential investors, and internal meetings with partners, sales staff, and in-house personnel. She also provides presentation skills seminars and speech writing for clients.
Prior to this Frances worked at St. Martin's Press, Viking Penguin, Doubleday, and Broadway Books as an editor of commercial nonfiction. She has written for Black Ink and Executive Travel.
Topics Covered:
- The 12 most influential words in the English language
- One word that increases listener buy-in from 60 to 94%
- How to introduce yourself to maximize your authority
- How to play to your team to maximize others' trust
- The four team roles you must assign to seal the deal
- How to maximize your time and message in meetings
- How to set up the room to support you - and your message
- The Rule of 3 for information retention
- How to read nonverbal responses accurately and shift negative ones immediately
- The 10/20/30 Rule for making Power Point powerful
RICHARD ROBBINS
Master Sales Trainer, Co-Founder And Ceo Of... RRi Inc.
Best described by his audiences as the epitome of a true integrity-powered leader, Richard is a highly sought-after speaker, business mentor and master coach. For over a decade, Richard has been performing ground-breaking seminars, keynotes and workshops across the globe communicating profound messages in ways that make complex topics understandable, memorable and immediately usable.
Richard's success humbly began in the small town of Peterborough, Ontario, where he was born and raised by his extraordinary parents, Larry and Marg. At the age of 24, Richard's entrepreneurial spirit led him to real estate sales where he achieved a six figure income in less than one year. After four record breaking years in sales, Richard opened his own brokerage, where in just 3 years, his office grew to achieve over 12% market share, and the highest "production per agent" of any office in his trading area. Richard's leadership and mentoring skills caught the attention of some of the most sought after sales and business professionals in the industry. His passion for teaching and helping others achieve the business and life of their dreams evolved into one of the most powerful coaching organizations that exists today.
Richard has had the privilege of studying and working with thousands of top producing sales and business professionals from a wide range of business strengths. As the strategic force behind RRi's proven achievement solutions and business systems, Richard knows the challenges that face business professionals today, and how to solve them.
Richard has discovered that the secret to success is not in mastering complex systems or sophisticated techniques - but rather in mastering a few key fundamentals and executing them with absolute consistency.
Topics Covered:
- The four reasons why any prospect will choose not to move forward with you
- The three deadly mistakes to avoid in your sales presentation
- The most powerful closing dialogues for today's informed consumer
- How to eliminate the dreaded sales slump and create consistency
- How to eliminate the fear of rejection and/or asking for the order, foreverkHow to become a "Master Influencer"
- How to keep the fire and drive alive - motivation from the inside out
LES HEWITT
International Bestselling Author Of... The Power Of Focus
With more than 30 years experience, Les Hewitt understands the real world of business and the struggle to stay focused.
His organization has created and delivered more than 900 workshops and training programs that have been utilized by thousands of executives, managers and sales leaders. Les is also the founder of The Power of Focus Coaching Program, a unique focusing system for business people who want greater profits, less stress and more time off!
The Power of Focus has worked with more than 300 companies and operates in Canada, United States, Australia and the Republic of Ireland.
Les is an international best selling author. His first book, The Power of Focus, co-authored with Jack Canfield and Mark Victor Hansen (creators of Chicken Soup for the Soul), has sold more than half a million copies in North America and is available in 21 languages.
Les conducts audio business seminars for Trump University, the home-study business school created by billionaire Donald Trump. Other clients he has spoken for include Wells Fargo, The Million Dollar Round Table, Investors Group and Cameron Inc.
As a professional coach, Les prompts, challenges, and supports his clients to make the changes required for consistent success (especially the changes they are resisting!). He has personally coached hundreds of business leaders to achieve exceptional profits and productivity.
His motto is, focus and follow through!
Topics Covered:
- Your life is like a movie: How to produce a "Best Picture Performance".
- The 4 Fundamentals that will dramatically boost your sales every year.
- Why traditional goal setting doesn't work and what does.
- Discover your current level of focus - you may be shocked!
- How to focus on what you do best and let go of the rest.
- Success is all about people - know your top 5 pics.
- Your habits will determine your future! To change your results you must change your habits.
- The Power of Focus Formula for exceptional selling.