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The Art of Sales
Vancouver, British Columbia
See what you missed when the event was held on November 28th 2008!
Details of this event shown below:
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!"
NEIL RACKHAM
New York Times Bestselling Author Of... SPIN SELLING &MAJOR ACCOUNT SALES STRATEGY
Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times bestseller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms.
Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost, in todays dollars, of $30 million. From the results of these studies he published the groundbreaking classic SPIN Selling and Major Account Sales Strategy. His books regularly rank among business bestsellers, and SPIN Selling is McGraw Hills bestselling business book ever. He is author of over 50 influential articles on marketing, selling and channel strategy.
Neil Rackham has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. He has also worked extensively with senior partners in some of the worlds most successful professional services organizations including McKinsey & Company, where he was for many years a member of the Sales and Channel Management Group.
Neil has been an advisor on sales performance to several of the Fortune 100 largest companies in the United States. His other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. More than half the Fortune 500 train their salespeople using sales models derived from his research.
Topics Covered:
- Identify Situation, Problem, Implication, and Need-payoff
questions – and use them
- Develop and strengthen SPIN Selling skills using real business
situations - How to avoid objections by offering needs-based solutions
- Essential call planning tools that keep you in control of your
sales call - Tipping the Value Equation in your favour – how your customer
defines value - To close or not to close? Why pushing for a quick close hurts you
HERB COHEN
New York Times Bestselling Author Of... YOU CAN NEGOTIATE ANYTHING
Often called the "World's Best Negotiator," during the past three decades, Herb Cohen has been a practicing negotiator, intimately involved in some of the world's headline dramas, from hostile takeovers to hostage negotiations. His clients have included business executives, entrepreneurs, sports and theatrical agents plus large corporations as well as governmental agencies, such as The Department of State, F.B.I., Conference of Mayors, and the U.S. Department of Justice.
While serving as an adviser to Presidents Carter and Reagan on combating terrorism, he was involved in the Iranian Hostage Crisis and credited with helping to shape the government's response to the skyjacking of TWA Flight 847 and the seizure of the Archillo Lauro.
As a result of his unique but extensive practical experiences, Mr. Cohen is internationally renowned as a corporate and governmental consultant on negotiating strategy, commercial dealings and crisis management. Herb Cohen's analysis and insights into political strategy and international relations have appeared in many international publications, and he himself has been the subject of articles in Time Magazine, People, Playboy and The Economist. In these writings he has been referred to as, "America's foremost convention speaker, presenting serious subjects with such humor and dramatic flair that they become pure entertainment."
Herb is the author of You Can Negotiate Anything which was on the New York Times bestseller list for over nine months and has been translated into fourteen languages and Negotiate This! By Caring But Not T-H-A-T Much. He has been a guest on The Tonight Show, Good Morning America, Nightline, and The Larry King Show on both radio and television.
Topics Covered:
- The three crucial steps to success
- Identifying the other side's negotiating style - and how to deal with it
- The win-witechnique
- Using time to your advantage
- The power of persistence, persuasion, and attitude
- The art of the telephone negotiation
- Conflict & risk management tactics
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
ANDY NULMAN
President & CMO, Airborne Mobile & Author Of… Pow! Right Between The Eyes!
The power of traditional marketing is waning fast. Dangerously fast. Consumers are faced with too many messages coming at them in too many places in too many ways. Its a decreasingly-effective blur.
Luckily, Andy Nulman has the secret weapon to clear things up. Pow! Its called Surprise. Surprise is the powerful catalyst that jumpstarts the modern marketing and sales relationship. Pow! Right Between The Eyes! is the human reaction to exquisite Surprise Marketing. Its the wide-eyed, gape-mouthed look of delightful astonishment. Its what makes people want to deal with you, and what will keep them coming back for more. Put simply, its the difference between a Holy Jeez! and a Yawwwwnnn! And its what his presentation--the live companion to the same-named book to be published by Wiley in February, 2009--is all about.
Andy Nulman is a dynamic speaker/showman renowned for motivating and challenging Fortune 500 companies the likes of GM, Eveready/Energizer, 3M and Wal-Mart. He is best known as the co-founder and former CEO of the world-famous Just For Laughs Comedy Festival, which he helped grow into the biggest event of its kind on earth.
These days, Andy is the President and CMO of Airborne Mobile, a pioneer in the mobile media space, which he co-founded in 2000, sold for $100 million five years ago, bought back for a whole lot less earlier this year, and continues to run, working with brands the likes of Maxim, the NFL and Foxs Family Guy.
In his spare time, Andy is also an oft-published author, inventive stage director, half-decent snowboarder, hot-and-cold hockey goalie, and prolific blogger on the art of Surprise at andynulman.com.
Topics Covered:
- What Surprise Ain't and What It Is
- Why Surprise is Crucial
- Why Pow! Conquers Wow
- Why "Everything New is Old Again"
- The Surprising Surprise Conundrum
- The Concept of Euphoric Shock
- How to apply "The Lubricant to Yes"
- How to Deliver Constant Delight
- How to Fill "The Highlight Reel of Life"
- How to Generate the "Battle Cries of Surprise"