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Montreal

Coming Fall '09

In a downturn economy, customers will reassess their activities, suppliers and business relationships to see where they can increase efficiencies, streamline their business and find new ways to drive down costs. Being prepared to sell in these tough times is a challenge all salespeople face, The Art of Sales presents a full day program with an exceptional line-up of best-selling authors, speakers, and sales experts that will provide you with best practices and proven tools to sharpen your focus, develop better relationships and increase your business.

 

 

 

Michael Port	Jeffrey Gitomer	Julie Morgenstern	Frances Cole Jones

 

   

 

 

 

 

Partners to be announced.

 

 

 

MICHAEL PORT
SALES STRATEGY AND INNOVATION

 

Called a "marketing guru" by the Wall Street Journal, Michael Port has provided coaching and consulting services to over 20,000 business owners. As an expert, he has been interviewed on TV networks such as CNBC and MSNBC and for numerous newspapers and magazines including The Wall Street Journal.

 

Michael has written the mega-bestselling Book Yourself Solid, Beyond Booked Solid and The Contrarian Effect: Why It Pays (BIG) To Take Typical Sales Advice and Do The Opposite which was selected by the Editorial Board of Amazon.com as the 9th Best Business Book of 2008.

 

Michael is known for consistently receiving the highest overall speaker rating at major conferences around the world. But know this: When you see him, you won't be getting a vanilla sugar cookie. You will, however, get a slightly irreverent, very funny, amazingly knowledgeable, compassionate and passionate performer who hits his mark every time and leaves his audiences a little smarter, much more alive, and thinking a heck of a lot bigger about who they are and what they offer the world.

 

800-CEO-READ has selected The Contrarian Effect as the best book of 2008 in the sales category.

 

 

Topics Covered:

• Why typical sales tactics are out of sync with today's marketplace
  
• Why typical sales tactics are focused on the wrong person
  
• Why typical sales tactics damage relationships and long-term sales potential
  
• Why typical sales tactics harm reputations and create unintended consequences
  
• How to be a sales contrarian and stop treading water and start making sales
  
• How to be a sales contrarian and open doors that are typically closed
  
• How to be a sales contrarian and flip your competition on its head
  
• And finally, why it pays (BIG) to take typical sales advice and do the opposite

 

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JEFFREY GITOMER
CUSTOMER LOYALTY AND BUYING MOTIVES

 

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!"

 

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JULIE MORGENSTERN
TIME MANAGEMENT & PRODUCTIVITY

Julie Morgenstern is a New York Times best-selling author, professional speaker, organizing expert and corporate productivity consultant. Julie is renowned for an "inside-out" approach to problems and generating customized solutions that are practical, insightful and easy-to-maintain.

Julie has been featured in publications such as the Wall Street Journal, Time, O, The Oprah Magazine, Redbook, and Men's Health and makes frequent appearances on national television and radio programs, including the Today Show, Rachel Ray, and NPR's Fresh Air. Since 1989, she and her staff have worked with clients such as American Express, McKinsey, GlaxoSmithKline, The Miami Heat, the New York City Mayor's office, Viacom/MTV and Hearst Magazines.

Julie's first two books, Organizing from the Inside Out and Time Management from the Inside Out, have been made into popular one-hour PBS specials. Never Check Email in the Morning has been converted into a training program that's used at Fortune 500 corporations around the globe. And Julie's latest book, When Organizing Isn't Enough, is all about managing change. It helps readers discover how letting go of the clutter in their lives can generate the energy, clarity and insight to discover, "what's next?" As a speaker, media expert and corporate spokesperson, Julie is known for her passionate, articulate style and warm sense of humor.

Julie Morgenstern Enterprises helps individuals and companies boost productivity, maximize their impact, and find fulfillment through one-on-one coaching, corporate training, seminars, speeches and products. Julie is also the creator of the Julie Morgenstern Collection of organizers, totes and leather accessories, developed in partnership with and available exclusively through FranklinCovey.

Julie has served on the Board of Directors for the National Association of Professional Organizers (NAPO) and was honored with its prestigious Founder's Award in 2002 for her contributions to the professional organizing industry. Julie is also an award-winning member of the National Speakers Association (NSA). She received an "Outstanding Woman Entrepreneur Award" from the Small Business Administration in 2003.

Julie received her B.A. in theater from Temple University and did her graduate work in directing at the Goodman School of Drama in Chicago. She believes that her work as an organizer requires the same set of skills as directing/ producing - an appreciation of spatial design, the ability to see the big picture as well as the tiny details, and the talent to blend psychology and practical skills to guide people where they want to go. Julie lives in New York City.

 

 

Topics Covered:

• Enjoy greater clarity, control, freedom and accomplishment
  
• Work fewer hours while accomplishing the same amount or more work
  
• Improve confidence, performance and efficiency
  
• Regain control of the day and obtain a healthy work-life balance
  
• Consistently prioritize appropriately
  
• Reduce clutter and it's companion stress
  
• Enjoy surroundings that provide energy and focus
  
• Respond faster to opportunities and information requests
  
• Better handle change in personal and worklives

 

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FRANCES COLE JONES
PRESENTING AND PERSUADING

 

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

 

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