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Photo Courtesy of Cummings Resources
Photo Courtesy of Cummings Resources
 

Sales for Sign Companies


How to Find and Keep Great Salespeople

A sales person on staff can add as much as 60% to your company's volume. But the number one topic of conversation when it comes to that subject is, "Where do I find them?" The problem isn't that they aren't looking for work. The problem is that we, as business owners, are looking for the wrong kind of person, using old recruiting methods, and ending up in a horror story of Ground Hog's Day – if you can find them, they don't work out and you have to start all over again just to end up with the same results. Attracting someone to represent your business in the sales position takes an understanding of their role in the selling process. This session will teach how to change your approach so that instead of begging for someone to apply, they'll be begging you for a chance to be your sales rep and will also provide a plan for business owners to follow that will keep the rep growing and succeeding for years.

  • Speaker: Bill Farquharson, Epicomm
  • Price: $25 for ISA members; $75 for non-members
  • Estimated time to complete course: 1 hour
  • Register Now

Rethinking Sales Management

With things as tough as they are in the sign industry, it’s probably time to rethink every element of sales performance and sales management. This seminar will help you to understand that any sales problems you have are really management problems and they’re usually problems that can be solved!

  • Speaker: David Fellman, David Fellman & Associates
  • Price: $25 for ISA members; $75 for non-members
  • Estimated time to complete course: 1 hour
  • Register Now

Romancing the Stone Cold Customer in this New Economy

Today, customers embrace frugality with a vengeance and are limiting their buying decisions to the bare essentials or the very best deals. Selling in this New Economy will take a special kind of sales strategy that melds innovation, sincerity and responsiveness in order to beat the competition. Vince DiCecco shares from a rich list of ready-to-use, easy-to-master tactics and techniques for you and your overall sales effort. Join Vince in a thought-provoking discussion about the impact of networking, pre-call planning, relationship building through POWER listening and probing, Intrapreneurship fundamentals, to name just a few. This spirited, idea-filled seminar is a must for all business owners and sales managers and professionals.

  • Speaker: Vince DiCecco, Your Personal Business Trainer
  • Price: $25 for ISA members; $75 for non-members
  • Estimated time to complete course: 1 hour
  • Register Now

The Profession of Sales: Navigating Today’s Selling Environment

This powerful session will focus on the skill set required in TODAY’S selling environment. Whether you sell goods, services or both there is a specific duplicable sales process. The program will cover all five steps in the sales cycle and provide critical ‘take-a-ways’ for each. Program highlights include: The four most powerful questions in sales, the fastest way to discover buyer’s motivation and the best closing question of all time!

Learning Objectives:

    Discover the best methods for preparing for a sales call
    Discovering prospect’s buying motives
    Handling objections BEFORE they become an issue
    How to effectively close EVERY sales call

  • Speaker: Les Lent, Sales Coach International
  • Price: $25 for ISA members; $75 for non-members
  • Estimated time to complete course: 2 hours
  • Register Now

The Sales Triathlon: Time Management, Voicemail, Overcoming Objections

Ask any print sales rep, "Why aren't you selling more?", and you are sure to hear three issues mentioned. Regardless of experience level, these three sales challenges confront us all. Mastering time management, learning to overcome objections, and beating voicemail can be the difference between being a sales rep and a sales superstar. In this session learn how to overcome these three biggest sales challenges salespeople and owners face and leave with new ideas and solutions to help you combat these ongoing issues.

  • Speaker: William Farquharson, Idealliance
  • Price: $25.00 member; $75.00 non-members
  • Estimated time to complete course: 1 hour
  • Register Now