ASI Show Fort Worth Education Tracks
                                              
Advanced Sales Success  
MONDAY, FEBRUARY 4, 2019 • EDUCATION DAY
       
10:00 a.m.-
10:50 a.m.		   Five Strategies to Help You Hit $10 Million
 Every promotional products distributor undergoes a radical evolution as they grow. In this session, you’ll explore the five distinct stages of business growth, helping you understand where you are now and prepare you for the next stage. You’ll explore the challenges and opportunities in each phase, discuss the three critical roles in a distributorship, and discover how you can inspire your organization to change. Before you leave you will:
  • Discover your unique value proposition
  • Understand the pitfalls and opportunities you’ll encounter in your next season of growth
  • Answer the seven questions that will help you understand your role as you grow
  • Learn how to build a better support team as you grow
  • Understand the true power of the #1 industry training method.
About Bobby Lehew
       
11:00 a.m.-
11:50 a.m.		   Capitalize on Collaboration: Understanding Your Clients’ Needs
 Too often, salespeople approach prospects as if they were in a competition, resulting in an attitude of conquering instead of consulting. The sales process works best as a mutually beneficial collaboration, whic h can only be achieved by first identifying prospects’ needs, then highlighting the benefits of appropriate products and services to meet those needs. The result is long-term client relationships, upsell opportunities and recommendations. In this session, you’ll discover proven, integrity-based techniques including:
  • Having a focus on initiating new business
  • Mastering the “Questioning Quadrant.”
About Diane Ciotta
       
Noon-
12:50 p.m.		   Selling to Women: Gain Insight Into These Influencers
Women spend $7 trillion annually and make 40% of business buying decisions. Yet 91% of women say advertisers don’t understand them, and 75% of women say they’ve been ignored, patronized or offended by salespeople. If you don’t understand the intricacies of selling to women, you’re losing countless sales and opportunities. In this vital session, you’ll discover the distinct wants, needs and concerns that must be satisfied in order to make the sale, and leave understanding:
  • How women’s priorities differ from men’s
  • The top things that offend women buyers
  • Why the product isn’t as important as you think it is
  • How women decide what to buy and who to buy it from
  • Why trying to target women may actually cost you sales
  • How to convert your female customers into evangelists.
About Carolyn Strauss
       
2:10 p.m.-
3:00 p.m.		   Tailor Your Pitch: Sales Tactics to Persuade Each Gender
It’s no secret that men and women process information differently, and can respond very differently to the same sales pitch. By understanding the five key gender differences, you’ll also understand how to use them to be more successful in achieving your objectives and balance in your client relationships. When you leave this session, you’ll know how to:
  • Generate your desired emotional response from both men and women
  • Capture your listener’s attention
  • Inspire people to want to take action after meeting with you.
About Carolyn Strauss
       
3:10 p.m.-
5:00 p.m.		   Wake Up! Reenergize Your Sales Approach & Yourself
Even the most seasoned, high-energy sales professionals can get stuck in a rut from time to time. In this interactive session, you’ll discover ways to invigorate yourself and get back on the track to success, including:
  • How calling a friendly client can put you in a positive mood – and a positive direction
  • Why activity breeds activity
  • The trick to finding something special in a given day to keep you moving forward
  • How mixing up your routine can give you a fresh outlook
  • Proven techniques to maintain your discipline
  • Using exercise to boost your brain
  • Getting back to the basics that got you where you are today.
About Danny Friedman