Education Tracks
Sales Success - Sponsored by
9:00 a.m.-
9:50 a.m.
  Turn It Up a Notch: Get in the Millionaire Mindset
1 BASI/MASI Credit
In this must-attend session, you’ll learn how to add excitement and enthusiasm to your life and sales career. You’ll discover the three main areas that super-successful salespeople focus on – namely, attitude, alignment/balanced lifestyle and accountability – and you’ll receive a system that helps you keep score and monitor your growth in the seven critical areas of your life you’ll learn about. In addition, you’ll discover how to craft a powerful 60-day game plan to reach your goals.  
About Gary Michels

10:00 a.m.-
10:50 a.m.
  Interpret Buyer Behavior: How Their Personality Impacts Your Strategy
1 BASI/MASI Credit
Our technology-driven market brings with it more competition, enormous price pressure and more challenges to navigating the sales process in this digital age. In addition, buyer behavior has changed; therefore, your sales style must adapt to the new environment to achieve sales success. In this session you’ll learn how to:    
  • Understand buyers’ personality types and their behaviors, and how it affects the sales process
  • Discover your buyers’ true needs
  • Develop a collaborative sales style that speaks your customers’ language
  • Create a system to continuously attract new qualified buyers.    
About Chris Vanderzyden

11:00 a.m.-
11:50 a.m.
  25 Mistakes Salespeople Make and How to Avoid Them  
1 BASI/MASI Credit
We’ve all heard the phrase, “The best offense is a good defense.” That’s true in sales as well; if you can avoid making costly mistakes, your closing rate will increase and you’ll enjoy more business. The key is to identify the most common mistakes – and be sure that you don’t make them. In this fast-paced session, you’ll delve into avoiding the issues that can plague salespeople, including misuse of time, ignoring proven techniques, difficulty with goal setting, a negative mindset and many more.  
About Gary Michels

1:10 p.m.
  Unlock Your Potential: 12 Keys to Supercharge Your Sales Growth
1.5 BASI/MASI Credits
The ad specialty industry offers unlimited potential for success, whether you’re a new or veteran sales rep, a sales manager or a distributor business owner. In this powerful session taught by Proforma founder Greg Muzzillo, you’ll discover the 12 proven keys that will help you move your sales growth into high gear in 2017. You’ll leave knowing:
  • The proven steps Muzzillo used to build a $500 million company
  • The true wealth-building attitudes and activities that can increase your success
  • How to identify and eliminate the common barriers to success
  • How you can achieve $1 million in sales starting this year
  • And much more.
About Greg Muzzillo

1:20 p.m.-
2:10 p.m.
  The Art of the Sales Pitch: Perfect Your Techniques
1 BASI/MASI Credit
The sales pitch is not about you – it’s all about your customer. This means the key to designing a great sales pitch is to make sure it solves your clients’ problems. In this session, you’ll learn how to craft the perfect sales pitch that will get you the sale in seven steps, including: craft a hook that gets attention; define your client’s problem; introduce the solution with examples; and give a call to action.  
About Marki Lemons Ryhal

2:20 p.m.-
3:50 p.m.
  The Closing for Champions Workshop: Win the Sales Game
1.5 BASI/MASI Credits
This comprehensive 90-minute interactive workshop will provide you with specific instructions and examples of proven closing techniques. You’ll learn the 12 secrets to having the mindset of a closer, when to close and when not to, and 20 powerful closing techniques that get results quickly. You’ll also find out how you can link closes together to get the desired results, and you’ll have an opportunity to create some of your own closes to use back in your office.  
About Gary Michels