ASI Show Dallas Education Tracks
Advanced Sales Success    Contributing Partner – Fields Manufacturing, Inc., asi/54100
10:00 a.m.-
10:50 a.m.
  Expert Techniques to Overrule Client Objections and Get the Sale
1 BASI/MASI Credit
The real challenge in sales occurs when a client isn’t quite ready to commit at the close. This in-depth session will explore the psychology behind objections and rebuttals, including why they occur and the most effective way to respond – allowing you to turn the “why” into a buy, more often than ever before. After this session you’ll be able to:
  • Evaluate your current process
  • Increase your closing percentage
  • Anticipate and accept objections
  • Understand why rebuttals are largely ineffective
  • Easily handle the most common challenges.
About Rob Liano

11:00 a.m.-
11:50 a.m.
  Total Domination: Become a Recognized Force in Your Marketplace
1 BASI/MASI Credit
Visit any city in the world and you’ll find a slew of distributors, each virtually indistinguishable from the next. If you want to avoid that fate, it’s time to explore how to totally dominate your market space. This means creating top-of-mind awareness among the most influential people in your community and positioning yourself as the only viable choice. In this session, you’ll discover proven strategies for defining your market and sub-markets, positioning yourself better and differently than your competition, and rolling out your plans systematically. If you want to master your marketplace without busting your budget, don’t miss this session.
About David Blaise

12:50 p.m.

Qualifying, Closing and Beyond: Learn the 12 Traits of Top Salespeople
1 BASI/MASI Credit
After analyzing his own accomplishments, interviewing hundreds of successful salespeople and conducting months of research, sales trainer Rob Liano compiled the defining factors that make someone world-class. During this action-packed session, you’ll be taken through the 12 attributes necessary to set yourself apart from the competition, including:

  • What drives customers to buy
  • An old-school concept to build your business upon
  • Positioning yourself as an expert
  • The five-second elevator pitch
  • Setting smarter goals
  • Beating the time barrier.
About Rob Liano

2:10 p.m.-
3:00 p.m.

Deliver Confident Presentations: Discover Acting Skills You Can Use Today
1 BASI/MASI Credit
A sales presentation is like an audition: You need to make a powerful first impression, keep your buyer engaged and communicate your message with impact in order to win a role in his or her business. In this unique session, you’ll learn how to apply five proven acting techniques to confidently and quickly engage buyers and move them to take action. You’ll leave knowing:

  • Audition secrets for a winning first impression
  • Tips for using your body and voice to add impact
  • Dramatic ways to use products and samples
  • Acting techniques for conveying confidence.
About Julie Hansen

3:10 p.m.-
5:00 p.m.
  Advanced Sales Bootcamp: The No-Fail System to Get More Business, Sales and Referrals
2 BASI/MASI Credits
In today’s era of instant gratification and technological growth, many traditional sales techniques just don’t cut it. In this interactive session, you’ll learn sales trainer Rob Liano’s cutting-edge, easy-to-implement sales insights that will amplify your sales career and open the door to closing more business. You’ll be taken on a journey of sales methodologies and strategies, including:
  • Hot, warm and cold calling
  • Qualifying sales
  • Three ways to build value
  • Assuming the sale
  • The best closing statement of all time
  • Retention reinvention.

Bonus Takeaway: You’ll receive a step-by-step walk through of the most effective sales presentation design, applicable to any product or service.

About Rob Liano