The Art of... Events

Learn more about dates and guests for the following events:

Vancouver
October 19th, 2009

The Centre in Vancouver for Performing Arts

9:00am - 4:00pm

In a downturn economy, customers will reassess their activities, suppliers and business relationships to see where they can increase efficiencies, streamline their business and find new ways to drive down costs. Being prepared to sell in these tough times is a challenge all salespeople face, The Art of Sales presents a full day program with an exceptional line-up of best-selling authors, speakers, and sales experts that will provide you with best practices and proven tools to sharpen your focus, develop better relationships and increase your business.

 

 

 

Jeffrey Gitomer	Michael Port	Richard Robbins	Max Lenderman

 

 

 

 

JEFFREY GITOMER
CUSTOMER LOYALTY & BUYING MOTIVES

 

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!"

Recommended Reading:

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MICHAEL PORT
SALES STRATEGY & INNOVATION

 

Called a "marketing guru" by the Wall Street Journal, Michael Port has provided coaching and consulting services to over 20,000 business owners. As an expert, he has been interviewed on TV networks such as CNBC and MSNBC and for numerous newspapers and magazines including The Wall Street Journal.

 

Michael has written the mega-bestselling Book Yourself Solid, Beyond Booked Solid and The Contrarian Effect: Why It Pays (BIG) To Take Typical Sales Advice and Do The Opposite which was selected by the Editorial Board of Amazon.com as the 9th Best Business Book of 2008.

 

Michael is known for consistently receiving the highest overall speaker rating at major conferences around the world. But know this: When you see him, you won't be getting a vanilla sugar cookie. You will, however, get a slightly irreverent, very funny, amazingly knowledgeable, compassionate and passionate performer who hits his mark every time and leaves his audiences a little smarter, much more alive, and thinking a heck of a lot bigger about who they are and what they offer the world.

 

800-CEO-READ has selected The Contrarian Effect as the best book of 2008 in the sales category.

 

 

Topics Covered:

• Why typical sales tactics are out of sync with today's marketplace
  
• Why typical sales tactics are focused on the wrong person
  
• Why typical sales tactics damage relationships and long-term sales potential
  
• Why typical sales tactics harm reputations and create unintended consequences
  
• How to be a sales contrarian and stop treading water and start making sales
  
• How to be a sales contrarian and open doors that are typically closed
  
• How to be a sales contrarian and flip your competition on its head
  
• And finally, why it pays (BIG) to take typical sales advice and do the opposite

Recommended Reading:

 

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RICHARD ROBBINS
STRATEGIC INFLUENCE & SALES ACHIEVEMENT

Best described by his audiences as the epitome of a true integrity-powered leader, Richard is a highly sought-after speaker, business mentor and master coach. For over a decade, Richard has been performing ground-breaking seminars, keynotes and workshops across the globe communicating profound messages in ways that make complex topics understandable, memorable and immediately usable.

 

Richard's success humbly began in the small town of Peterborough, Ontario, where he was born and raised by his extraordinary parents, Larry and Marg. At the age of 24, Richard's entrepreneurial spirit led him to real estate sales where he achieved a six figure income in less than one year. After four record breaking years in sales, Richard opened his own brokerage, where in just 3 years, his office grew to achieve over 12% market share, and the highest "production per agent" of any office in his trading area. Richard's leadership and mentoring skills caught the attention of some of the most sought after sales and business professionals in the industry. His passion for teaching and helping others achieve the business and life of their dreams evolved into one of the most powerful coaching organizations that exists today.

Richard has had the privilege of studying and working with thousands of top producing sales and business professionals from a wide range of business strengths. As the strategic force behind RRi's proven achievement solutions and business systems, Richard knows the challenges that face business professionals today, and how to solve them.

Richard has discovered that the secret to success is not in mastering complex systems or sophisticated techniques - but rather in mastering a few key fundamentals and executing them with absolute consistency.

 

 

Topics Covered:

• The four reasons why any prospect will choose not to move forward with you
• The three deadly mistakes to avoid in your sales presentation
• The most powerful closing dialogues for today's informed consumer
• How to eliminate the dreaded sales slump and create consistency
• How to eliminate the fear of rejection and/or asking for the order, foreverkHow to become a "Master Influencer"
• How to keep the fire and drive alive - motivation from the inside out

Recommended Reading:

 

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MAX LENDERMAN
BRANDING & EXPERIENTIAL MARKETING

To get around a ban on alcohol advertising, a Russian oligarch starts a bank using the same name as his premium bestselling vodka. Russian Standard is still the #1 vodka and is now the largest consumer bank, issuing 77 percent of credit cards in the country. Silk Street market, the epicenter of piracy and counterfeiting in China, launches its own brand. In a press release, the new company announces that anyone using its “brand” outside the market will be held liable. A Thai company reaches millions of consumers by installing combs in the tangled wires above the streets of Bangkok to promote its hair-care products.

We live in a brand new world, where marketing is taking on incredible new forms, especially in the hyper-developing “BRIC” countries: Brazil, Russia, India and China. The almost unimaginable economic growth in these nations is revolutionizing marketing across the planet. Drawing from over two years of extensive travel and research, award- winning
creative director Max Lenderman shares groundbreaking marketing strategies and business models that every savvy marketer and corporate visionary needs to understand.

Max Lenderman is Executive Creative Director at GMR Marketing LLC. His clients include ING Direct, McDonald’s, Pepsi and VISA. A founding member of the International Experiential Marketing Association, he is a sought-after speaker on branding, marketing and youth trends. His campaigns have garnered many industry awards, including Pro
Awards from Promo Magazine, the 2006 MAA Worldwide Globes Award for excellence in marketing campaigns and the Ex Award from Event Marketer Magazine. His previous book, Experience the Message, was shortlisted for the 2006 Canadian Business Book of the Year. Lenderman lives in Chicago.

 

 

Topics Covered:

• Learn how oligarchs are using radical advertising and marketing tactics to launchbrands and reinvent products. Dive into the multi-billion-dollar racket of brand fakery at Silk Street, the epicenter of piracy and counterfeiting in China, and learn how pirates are reshaping brands around the world, and what brands are doing to combat and co-opt them.Simplify and balance your life.
• Learn the secrets of success to marketing and advertising to four billion poor people in this world by examining how brands and products reach the hinterland of India, which has the world’s largest poor population.Maximize self-discipline in yourself and others.
• Find out the strategies and ethos that are driving the future of marketing and advertising in the global marketplace.

Recommended Reading:

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