Four Pillars of the Sales Profession – AEA Seminar

Sales professionals will learn how to document their organization’s value-added services and sell them to their customers during this intensive 2 1/2-day seminar offered in Dayton, OH.

Dates:  October 31-November 2, 2017
Location: Dayton, OH
Cost: $945 (NMDA members are saving $500 off the normal price)
Facilitated by: Don Buttrey of Sales Professional Training, Inc.

WHAT?
The seminar will focus on each attendee’s selling situation.  Sales Professionals will learn how to document their organization’s value added services and sell them to their customers.  With the help of the logical and systematic “SELL Process”, attendees will work on a target account of their choice to gain practical, hands-on tools for better face-to-face selling.

WHERE?
The Seminar is held at the Drury Inn & Suites Dayton North in Dayton, OH.  The special room rate for participants is $144.95 at the Drury Inn & Suites Dayton North, (937) 454-5200. The registration fee includes 2 1/2 days of training, take-home material, breakfasts, breaks and lunches.

Pillar I – Personal Disciplines
Learn the 24 disciplines needed as a professional sales person. Taking personal
ownership of these will assure consistent actions and maximized results in your territory
or area of sales responsibility. Sales is an individual sport where you must employ
your own workout regimen and have a personal work ethic for brilliant performance and
continuous improvement! These sessions will inspire personal change and improved
time management.
Pillar II – Relationship Skills
People buy from people that they like and trust. This course will sharpen core
communication skills and drive home the importance of active listening! Highly engaging
sessions will help you build relationships and skillfully adapt to all types and styles of
customers.
Pillar III – Strategic Selling
Attendees will gain a clear understanding of the big picture and the full range of
responsibilities expected of sales professionals. Prospecting, account penetration,
follow-up, service, and CRM will all be addressed. We will focus on territory
management and implement formal strategic planning for key, major accounts.
Pillar IV – Tactical Selling
Includes a full day, target account workshop where each person selects an actual
customer and will pre-plan for the next call with that customer. Using the workbinder,
discussion, and help from peers, managers and the trainer; each will complete a
written pre-call plan. Includes a high impact role-play session – recorded on DVD and
professionally critiqued! We will also work on skillfully responding to objections and
negotiation ploys.

IMPORTANT: Write in NMDA as the sponsoring organization on registration form.

Information and Registration Form