Mike Frank

“Little Ideas Pay Big Dividends in Sales”

While Mike Frank speaks on a number of business related topics, sales is his background and his strongest suit. He worked his way up from a fledgling salesman to vice-president of sales for an international company – he did this within four years and by the age of 26. His strength is in customizing the presentation, based on the client’s requests. He provides a high energy style, yet with solid practical, real life sales information.

He has been a straight commission salesperson his entire life. Mike is one of the very few people that Zig Ziglar asked to provide outside input in his best selling book, SECRETS OF CLOSING THE SALE. Several years ago, ENTREPRENEUR Magazine featured him in an article on several of the top sales trainers in America.

Mike speaks with authority, credibility and experience. Mike believes that is the little things we do or don’t do that makes the difference in sales success. He focuses on that concept and unless the client prefers a different title, he calls the program, LITTLE IDEAS PAY BIG DIVIDENDS – whether he is speaking for one hour or four hours. Mike is just as effective with retail salespeople as he is with ‘outside’ salespeople.

Among the pieces of the sales process that he can address are:

  • Prospecting skills
  • Working effectively with the gate keeper
  • Building rapport/positive relationships with clients
  • Organization/time management
  • Qualifying the prospect…the effective use of questions
  • Making an effective presentation
  • Overcoming objections
  • Closing the sale
  • Follow up after the sale or missed sale
  • Marketing ideas
  • Getting and using testimonials
  • Going the extra mile in customer service
  • Using creativity to the utmost, even if you’re not creative

PROGRAM TOPICS/TITLES

SALES, MARKETING, BUSINESS

Mike can speak for:

  • Outside Sales
  • Retail Sales
  • Trade show sales

Among the topics he can include in any sales or marketing directed presentation are:

  • Prospecting skills
  • Building rapport/positive relationships with clients
  • Organization/Time Management
  • Qualifying the prospect
  • Making an effective presentation
  • Overcoming objections
  • Closing the sale
  • Follow up after presentations
  • Marketing goes way beyond selling
  • Getting and using testimonials
  • Creative marketing and sales concepts

MANAGEMENT AND LEADERSHIP

  • Managing Change
  • Leadership by Example
  • Ethics in Today’s Business World
  • Creative Management and/or Marketing Concepts
  • “Entrepreneurism…Today and Tomorrow
  • Excellence in Entrepreneurship
  • Managing Time
  • Finding, Hiring, Motivating, Training and Retaining Good People
  • Enhancing Productivity

CUSTOMER SERVICE

  • You Can’t Separate Effective Customer Service from Effective Sales Skills
  • Effective Customer Service Starts at the TOP
  • Every Department is the Customer Service Department
  • How to Avoid Customer Complaints
  • How to Deal with Customer Complaints
  • Building Strong Client Relationships

EFFECTIVE SPEAKING AND PRESENTATION SKILLS

  • Speaking Skills for the Amateur
  • Speaking Skills for the Professional Speaker
  • Speaking Skills for Business Executives and/or Salespeople

MOTIVATION AND ATTITUDE

  • Coping with Change
  • Realistic Thinking and Positive Doing
  • Teamwork Makes the Difference

COMMUNICATION

  • Communicating Effectively
  • Communicating with Confidence

Full Biography

Mike worked his way up from salesman, to manager, to district manager, to regional manager, to national sales manager, to vice president of sales of an international corporation – within 4 years and before he was 26 years old.

He has spoken to over 3000 audiences in the United States, Canada, Australia, Malaysia, the Philippines, and Mexico and co-authored two books. In 1995, Mike published his first solely authored book.

He was the 1980-81 President of the 4000 member, National Speakers Association. He has made over 19,000 “cold-call” field sales presentations and has “field trained” over 100 salespeople.

Mike has been featured in many corporate “in house” video tape training programs. In 1980, he received the CSP designation (Certified Speaking Professional) from the National Speaker’s Association. Fewer than 8% of the membership has received this distinction. In 1990, Mike was the first speaker to ever receive both of the National Speakers Association’s highest honors in the same year:

• The CPAE Hall of Fame Award (Council of Peers Award for Excellence), presented to him by Dr. Norman Vincent Peale (only 135 other speakers have received this prestigious award)

• The CAVETT AWARD, the most cherished honor in the speaking industry
Mike attended the University of Georgia where he attained his BBA in Insurance/Real Estate.

Barbara Sanfilippo

Former Bank Vice President and Regional Sales Manager Specializing in Quality Service, Sales, Innovation and Personal Growth. Barbara Sanfilippo is a popular keynote speaker, author and consultant specializing in the area of customer service, sales, motivation and performance enhancement. Rated frequently as one of the best speakers at conferences, Barbara is known for her high energy, audience interaction and idea-packed programs. She’s been recognized by business leaders, educators and association members as being at the top of her game and inspiring people to new heights.

Her consulting company assists organizations in developing and implementing a sales and service culture. Barbara has the unique ability to inspire your people to take action and achieve powerful results in both their business and personal life. Imagine attendees aiming higher and truly believing the possibilities in their work and personal life are limitless.

Imagine attendees so fired up that they actually take positive action to improve sales,customer relationships or sales leadership!

PROGRAMS:

Dream Big! What’s the Best That Can Happen? or Dream Big! Success or Significance?
In these busy times, we may be questioning our priorities and what success means to us. Are we addressing the important areas in our life such as: family, friends and service to others? Truly successful people have a sense of purpose, focus and personal fulfillment. In this idea-packed, interactive and entertaining program, Barbara will help you rate your life satisfaction index, define what success and happiness means to you, make time to enjoy more Cappuccino Moments™ and create your biggest dreams. You’ll leave energized with a renewed sense of priorities and actions you can take to achieve success and live a life of significance. So be sure to attend this speciay of the following topics can be blended, modified and combined to meet your needs.
l program by an award-winning speaker.

NOTE: This entertaining, inspirational and popular keynote program is based on Barbara’s book, Dream Big! What’s The Best That Can Happen? Give a copy to every audience member and ask about a volume discount.

Life is a Cappuccino – When is Enough, Enough?
What is “success”? For some, it may be reaching a specific income level, having a “fat” bank account or a beautiful home. For others, it may be taking special vacations, spending more time with our family or enjoying nature. As we rush down the road of life — a key question to ask is, “Am I making a living or living my life?” In this idea-packed and energizing session, Barbara will help us evaluate the critical choices necessary to slow down, live with an attitude of gratitude, and find time to sip cappuccino!

Outclass Your Competition with Five-Star Service orThe Evolving Sales and Service Culture – What’s Next!
Thousands of dollars are spent annually on what many CEOs think will develop a sales and service culture in their organization. Usually these are short-term “quick fixes” like training and incentives. Why are the effects fleeting? Why are these approaches ineffective over the long term? Those who are successful in sales and service take steps that reach to the very core of their organization. Topical solutions won’t work. In this idea-packed, interactive program, Barbara Sanfilippo outlines a comprehensive, step-by-step process to build a high performance service and sales culture.
Topics include: measuring internal and external service, developing standards, setting goals, instilling accountability, providing incentives and recognition, orienting new employees and much more. You’ll receive a detailed handout, useful exhibits, suggested timetables, pitfalls to avoid and a process you can begin immediately.

Staff Engagement – The Key to Bring Your Service and Brand Alive
Do you have staff that are physically present but mentally absent? Now that you’ve invested in training, incentives and marketing programs, how will you earn the commitment of your staff? Engaged and involved staff is the key to build customer relationships and bring your brand alive. A new logo and brochures do not serve your customers—your people do. In this idea-packed, energizing and interactive program, you’ll discover how to: identify the signs and causes of disengagement, prevent this “disease” from spreading, increase productivity and most of all win the hearts and minds of your staff!

Build a Business, Advise a Client, Get a Life!
Are you building a business or are your building a book of business? In today’s competitive and fast moving environment you may get so caught up in attracting and advising your clients that you neglect to plan for your own future. If you want to take your business to the next level, you must put on your CEO hat, leverage yourself, build value, and identify those opportunities and strategies that will get you there. Maybe it’s time to bring in a junior professional, upgrade technology, change your marketing program, evaluate profitability, outsource key functions or create an exit strategy to enjoy life more. In this idea-packed, energizing and interactive session, you’ll discover the key ingredients necessary to grow your business, mastermind with your peers and begin planning for your future success. You’ll leave energized with a clear direction to build your business and get a life!

Winning Sales Strategies of Top Performers – The Critical Edge!
What does it take to thrive as a sales and marketing professional or entrepreneur in the future? How can you attract warm calls and gain a competitive advantage? In this idea-packed and energizing program you’ll discover proven secrets you can use to:

  • Attract business to you easily and make warm calls
  • Promote and position yourself as an expert and a “mini celebrity”
  • Demonstrate customer appreciation and retain loyal clients
  • Follow-up and touch prospects and clients in a persistent manner with email and other creative methods.
  • Conduct pre-call planning to focus on getting the business
  • Critique calls to improve overall effectiveness
  • Dream big and achieve your goals

Build a Winning Sales Team — Sales Management Best Practices
To be successful, sales representatives, business development professionals and calling officers need motivated and talented sales managers to improve performance. Unfortunately, many managers have never been given any training in “sales management” skills. As a result, they just focus on “reaching their numbers”. What they don’t realize is to reach their sales targets they must spend the time to develop and help people succeed. Just like a coach who is committed to helping an athlete win a gold medal, committed sales managers can make a significant difference in the performance of their team. Whether you have the title of sales manager or not, if you are responsible for generating revenue through your team–this idea-packed program will give you practical tools you can use immediately to increase performance. Barbara will review best practices utilized by top sales managers.

As a result of this program you¹ll discover proven strategies such as:

  • How to get your people focused on the right activities that get results as opposed to just focusing on the bottom line.
  • How to observe and critique sales calls to help your people master the consultative sales process.
  • How to ensure your people have a consistent and persistent system to follow up effectively and build relationships. The power of email marketing and follow up will also be discussed.
  • How to reenergize your sales meetings and create a stimulating, valuable and participative experience for your team.

Five Star Service and Sales – It Starts With Me!
Each contact with a customer or member is a “moment of truth”. Front-line staff must always be ready and willing to go the extra mile. Support staff also play a key role by being responsive to their “internal customers” or fellow employees. All staff must make the change from order takers to order seekers. In this highly entertaining and informative program, attendees will learn why service is so important, how to acknowledge and greet people, how to serve our internal customers, how to recognize cues and approach the customers about our services, and, most importantly, how to take responsibility for motivating ourselves.

How to Manage Your Book of Business – The Secret to Expanding Customer Relationships
Chances are some of your VIP customers are feeling neglected and are ripe for being stolen. What are you doing to reach out and touch your best customers, build loyalty, and nurture profitable relationships? As a relationship manager or sales representative your primary role is to retain your “A” customers and expand relationships with your “B” customers. In essence, your job is to effectively manage your “book of business.” In this program, you’ll get valuable information you can use to begin confidently contacting your key customers.

In this idea-packed and energizing program, you’ll discover:

  • Your primary duties as a relationship manager
  • Best practices to manage your book of business
  • How to create a profiling form to get to know your customers
  • How to make the initial introductory call with confidence
  • How to build trust and engage your customers in conversation
  • How to recommend a service or product
  • How to set up an effective follow up system
  • How to add value to the customer relationship with VIP service and education
  • How to conduct client review meetings

The HR Director’s Role – Be Savvy, Be Strategic, Be Smart
In today’s fiercely competitive environment, savvy human resource professionals who add value and impact revenue will win the respect and support of CEO’s and senior management. In addition to hiring staff and monitoring benefit programs, HR can be the driving force behind strategic initiatives. In this idea-packed, energizing and interactive program, Barbara will outline proven strategies you can use to be viewed as a key contributor and business partner. This program was highly-rated at SHRM’s 2003, 2005 and 2006 national conventions. Topics include how to:

  • Think like a strategist, not simply an executor
  • Support your firm’s strategic initiatives
  • Tie HR initiatives to actual sales results
  • Deliver internal service to key business units
  • Score a big win, promote your accomplishments and much more!

Consider a Sales and Service Management Planning Retreat
The Sales and Service Management Planning Retreat is an interactive workshop outlining a comprehensive, step-by-step process for building and/or advancing a sales and service culture. Participants at our retreats identify their strengths and weaknesses, determine key priorities and set specific action steps. With a unified management team, they are then able to develop a list of implementation priorities.

Participants receive a detailed handout, useful exhibits, suggested timetables, and pitfalls to avoid. The program is tailored to your organization. This retreat is ideal if your team needs education on what the sales and service culture development process entails, a greater sense of urgency and buy-in and a step-by-step action plan. The planning retreat will create substantive discussion around pertinent issues and become a catalyst to move forward and determine future priorities.

Full Biography

As both an inspirational speaker and business consultant, Barbara Sanfilippo has two objectives: to help individuals define success, live an on-purpose life and Dream Big! and to help organizations and business owners out-service, out-smart and out-sell the competition.

Her high energy, entertaining and interactive style combined with her idea-packed programs have earned her high marks and repeat business from associations, corporations, and entrepreneurs in nearly every industry segment including: financial services, healthcare, hospitality, mortgage, real estate, retail, government, and many more.

Specializing in motivation, customer service and sales, Barbara draws upon her background as a Vice President and Regional Sales Manager with Bank of America. In addition her training and consulting company Romano & Sanfilippo, assists organizations in building a high performance sales and service culture. The combination of her hands-on experience and research into the specific needs of your group assures a tailored presentation that addresses the unique challenges facing your audience.

Barbara is multi-talented with strong experience in delivering both inspirational and business keynotes for 200 – 2000 people, facilitating senior management retreats, conducting workshops and speaking at sales incentive and staff recognition events. She also offers private group telecoaching sessions.

She is author of Dream Big! What’s The Best That Can Happen? and contributing author in, The Service Path, Your Roadmap For Building Strong Customer Loyalty. The National Speakers Association inducted her into the prestigious, Speaker Hall of Fame in 2001, along with past recipients: Ken Blanchard, Zig Ziglar, Les Brown and Brian Tracy.

In response to the Escalating Financial Crisis throughout our nation Barbara has put together a remarkable keynote address that highlights the crucial steps every business needs to follow so that they can come out of this dark recession a winning business in a failing industry.

Alan Parisse

From garbage collector to Wall Street executive, Alan Parisse’s diverse background enables him to present amazing keynotes on leadership, sales, and cycles of change to executives, marketing and sales teams throughout the world. Named one of the “Top 21 Speakers of the 21st Century” by Successful Meetings Magazine, Alan’s mission is to help individuals and organizations ranging from healthcare, to financial services and real estate, create and follow a blueprint for success. He works with numerous organizations, many in transition, to help them re-position their thinking, let go of the past, formulate a vision and take action while confronting their successes, challenges and opportunities.

Alan’s audiences benefit from his sound business judgment, hard won expertise and practical solutions for dealing with reversals and taking full advantage of booms. He is an expert in change, leadership, selling and sustaining success.

Program Topics

This Is Your Time
This is your time, not despite the considerable challenges and changes we are facing, but because of them. This is the time to Shift Into High Gear, optimize your business and position your organization for growing success. This “tough times” talk provides the perspective needed to Thrive In Turbulent Times.

Leadership in Turbulent Times
The traditional sources of power have all either disappeared or diminished. Today’s leaders must re-evaluate their style and master new sources of influence. Lasting success will come to those leaders who inspire new ways of thinking, being and acting.

The Doctor of Sales
Medical doctors are such great salespeople, that even they don’t know they are selling, but they are. Doctors tell us what to do and we are highly likely to do it. Why? Because doctors follow the 7 Rules of Selling. They start by Establishing Their Credibility and end by Taking a Chance and telling us what to do. They know that an expert who doesn’t get us to change our behavior hasn’t done anything. As one doctor put it, ‘nothing happens until the patient swallows the pill.’

In this program, Alan redefines selling in a way that turns the manipulative methods of old into a client-focused mission. Then he provides a roadmap of for advisors to sell and serve their clients and prospects.

Secrets of Successful Presentations
What you say is important, but how you say it often carries the day. This series of programs is designed to combat sameness, encourage authenticity, and expand the options presenters have to achieve their objectives. Formats ranges from a keynote speech to The Speaking Intensive (Two full days for up to 10 people).

Presentations for Financial Advisors

Questions Great Financial Advisors Ask
It is the questions you ask, more than the presentations you make that leads to success for clients and advisors alike. Based on the widely selling book of the same title, this presentation covers attributes of great advisors as well as the questions they ask.

A Lifetime of Saturdays
A successful retirement takes more than money. It takes understanding the human issues that arise and planning for them. Financial Advisors can serve current clients and attract new ones by expanding their client conversation to include more than money. This program will show advisors both the issues and the opportunity.

Complete Biography

Rising from garbage collector to Wall Street executive, Alan Parisse uses his diverse life experience to deliver relevant messages on leadership, sales, and cycles of change to executives, managers, marketing and sales teams throughout the world. Alan’s audiences benefit from his sound business judgment, hard won expertise and practical solutions for dealing with reversals and taking full advantage of booms. He is an expert in change, leadership, selling and sustaining success.

Combining insight and wit to penetrate the complexities of today’s marketplace, Alan has been a guest lecturer at the Stanford Business School, UC Berkeley Graduate School of Business, UCLA Graduate School of Management and the University of Pennsylvania Wharton School of Business.

The first and only speaker to come out of the investment business to be inducted into the National Speakers Association’s Hall of Fame, his expertise, consistency, and client-centric focus led Successful Meetings Magazine to name Alan “One of the Top 21 Speakers for the 21st Century”. An accomplished author, Parisse’s ideas have been quoted in numerous business publications, including: The Wall Street Journal, Business Week and Barron’s.

Alan has written and co-authored numerous books and audio programs including: This Is Your Time, Taking Charge: Lessons in Leadership, The Great Salesperson, Questions Great Advisors Ask, 101 Best Marketing Ideas and The Real Estate Investment Pocket Guide.

Parisse’s articles have appeared in numerous publications, including Executive Excellence, Advisor Today, Medical Product Sales, Life Insurance Selling, Financial Planning Magazine, Pharmaceutical Representative, The Stanger Investment Advisor, The Real Estate Review and The Bank Investment Representative.

Now a lifetime away from his garbage collection days, Alan works with the very best in financial services, healthcare, real estate, technology and more. Alan Parisse is the proven master, making lasting contributions to companies and industries undergoing major transitions throughout the world.

Alan Parisse also works closely with financial professionals enhance their client service and grow their practices by making timely and pertinent information accessible and actionable.

One of the Top 21 Speakers for the 21st Century, Alan is the first person from the investment business inducted into the Speakers Hall of Fame.

A seasoned financial service professional, Alan served as a senior executive for Oppenheimer and other national investment firms. In those roles, he was responsible for developing and marketing major investment strategies.

Some of Alan’s speaking clients include financial firms in North America, Europe and Asia. In addition, he works regularly with clients in high tech, health care, retail and government. This wide-ranging experience allows Alan to consistently offer new and unique perspectives to financial professionals.

A graduate of SUNY Buffalo (B.S.) and the University of Arizona (MBA), he is a member of Beta Gamma Sigma Honorary Business Fraternity.

Alan lives with his wife Lisa in Colorado.

Nancy Friedman

Nancy Friedman

Nancy Friedman is America’s most asked back speaker. And there’s a reason… she’s that good! Her simple, common sense customer service and sales material is quoted by thousands as ‘the best’ around. Nancy’s programs are packed with humor, motivation, tangible tips and valuable information that your audience can use immediately. Nancy’s business background affords her, and you, the benefit of having ‘been there.’ She will have your audiences laughing and learning with tips, skills, ideas and techniques that will last forever.

Read more

Bob Phibbs

 

With over thirty years experience companies worldwide have turned to Bob Phibbs, the Retail Doctor® for the proven Read more

John Parke

John Parke

In today’s turbulent business environment, competitive advantage can be harder to achieve than ever before. For leaders who want to outperform the marketplace, assistance from an experienced and objective industry professional is essential. John Parke, President and CEO of Leadership Synergies, is a Certified Meeting Professional (CMP) with extensive experience in both the hospitality industry and association community, and has served on several boards including the advisory board of International Association for Exposition Management. Read more

Don Hutson

Don Hutson

Don Hutson, the Chairman and CEO of U.S. Learning and the Chairman of the Board of Executive Books, is an accomplished corporate speaker and trainer who works primarily with Fortune 1000 Companies. Don is the author of twelve books, including The Sale and the New York Times No. 1 bestseller, The One Minute Entrepreneur, which he co-authored with Dr. Ken Blanchard. The Sale sold more than 75,000 copies, while The One Minute Entrepreneur has sold more than 125,000 copies. Read more

Chuck Reaves

Chuck Reaves, the founder of Twenty-One Associates, Inc., an Atlanta-based sales training and consulting company, is a popular speaker and trainer, and teacher of sales, management, and personal development programs to audiences all over the world.

Reaves began his sales career at AT&T, where, after ten years as an entry-level employee he was promoted to account executive, and became the highest producer out of 1,100 salespeople. Quickly promoted to sales manager, he received numerous sales honors and awards, and his ability to manage difficult situations gained him distinction within the Bell System, and made him a frequent speaker at AT&T sales schools.

Reaves book, The Theory of 21, is the result of his years of success in the corporate environment, and outlines his proven theory about accomplishing the impossible with astounding results by applying it to his life, and to the lives of others. His latest book, Never Take Money From a Stranger, focuses on how to ask for and receive things that appear to be unattainable.

As a sales facilitation expert, Reaves has developed several presentations dealing with sales, including “Value-Added Selling” and “Guerilla Sales,” and in his role as a speaker, he has influenced people in various occupations all over the world. His ability to deliver a powerful, concise, useful, and entertaining message has earned him recognition from two US presidents and other dignitaries, and numerous honors, including Veteran’s Advocate of the Year, and Outstanding Georgia Citizen. Out of 4,000 members of the National Speakers Association, he is one of less than 100 to have received the coveted Speakers Hall of Fame Award.

TOPICS

Value Added Selling
When the customer says “Your price is too high,” what they really mean is “I don’t perceive the value to be equal to the cost.” The inexperienced salesperson immediately tries to lower the price. The professional, value-added salesperson tries to raise the value. This program teaches the principles and techniques that teach your salespeople how to raise the value of your product or service, in the customer’s mind. It will be customized to your company and industry for maximum effectiveness. For rookie salespeople, the course begins with the basics of sales and incorporates value-added principles into the fundamentals of selling. For seasoned salespeople, this program will build on their experience, while debunking erroneous perceptions that occur naturally in old methods of selling. All your people will develop techniques and habits that are essential for selling in any situation. Your people receive the tools to become consultative resources for your customers. They become positioned higher in the customer’s mind and higher in the client’s organization.

Customer Servicing
The entire area of customer service has gone through an evolution that rivals the changes in any other segment of corporate America. “Excellence” and “Quality” left in their wake companies that are delivering better products and services, and now customers are also demanding the same level of quality in their relationships with their vendors. To develop this program Reaves interviewed, of all people, the customers of his company’s major clients. He learned what their expectations were and what they were looking for in the area of customer service. Then he developed one of the newest, most comprehensive programs to help you address the wants and needs of your clients. Reaves was able to identify six different types of customers, with a migratory pattern that leads from satisfied to dissatisfied customers. He also learned that this pattern is predictable and manageable. This program will teach your customer contact people how to identify and manage each of the six types of customers. It will teach your salespeople and middle managers how to develop programs and techniques to give the right kind of service to the right kind of customer. And, it will show your executives how and why most of your current customer service resources are misspent and what you can do to significantly improve your customer service without making major changes in your budget, marketing strategy or pricing.

Change
Everyone opposes change at some level, even when it has been clearly demonstrated to us that change is inevitable and brings opportunity. Chuck teaches how to recognize the importance and value of change, as well as how to identify ways to make change happen effectively and profitably. People learn to coordinate their personal and professional goals while implementing change, and how to stimulate change in others.

The Theory of 21
For every person who will say yes, there are twenty who will say no. For a positive response, you must find the twenty-first person. This is Chuck’s cornerstone theory that inspires people to set and attain higher goals, recognize and understand negative input, and gain a renewed interest in accomplishing greater things.

Sales Management
Managing the sales professional is not like managing any other employee. Chuck looks at the entire sales process and help the participants decide how they can best manage their sales force, based on quantifiable factors. Coaching, motivating, and incentive programs are covered in new and exciting ways, that help you determine which structure is best for your organization.

Basic Selling Skills
A powerful introduction to sales for new salespeople and a great refresher course for seasoned veterans. This module gives an overview of the sales process and gives pointers for increasing sales efficiency and effectiveness.

Personal Development
The seasoned sales professional typically neglects this important element of sales performance. This module explains the three critical elements of personal development and how to balance each. Senior salespeople respond to this module very positively, saying it is one they’ve never heard before.

Trade Show Selling
If your people exhibit at trade shows, this module can teach them how to use value-added selling in the trade show environment. They will learn the three reasons for trade show participation, and how to use the three stages of trade show selling more effectively.

Selling in a Down Market
In a soft market, a client or potential client has to be approached differently. In this session, Chuck will teach your people how to identify the most appropriate method for calling on a specific account. It teaches them how to position themselves properly for the short term (survival) sales without compromising your future positioning. Too often companies who use a survival strategy such as major price reduction, find it difficult if not impossible to recover from those efforts after the hard times have passed. Chuck uses an approach called displaced overhead which the salesperson can use to preserve existing accounts at their current level of profitability, as well as attract new business.

The Legacy You Leave Behind
Isn’t it ironic that those who used motivation to reach the top can suddenly find themselves unmotivated or even demotivated by their own successes? Why do more than 60% of high achievers in any given year, fail to make it the next year? High achievers follow a pattern that is predictable and measurable. As a result, there are some things you can do to help your best people become better and to help your low achievers become winners. This topic addresses those issues.

Full Biography

Chuck Reaves is the founder of Twenty- One Associates, Inc., an Atlanta based sales training and consulting company. He is a popular professional speakers and trainer who teaches sales, management and personal development programs to audiences all over the world.

After spending ten years as an entry-level employee at AT&T, Reaves was promoted to account executive and became the highest producer out of 1,100 salespeople. He was promoted to sales manager and received numerous honors and awards. His ability to manage difficult situations gained him distinction within the Bell System and made him a frequent speaker at AT&T sales schools.

His first book, “The Theory of 21”, is the result of his years of success in the corporate environment. Reaves has proven his theory about accomplishing the impossible with astounding results by applying it to his life and to the lives of others. His latest book, “Never Take Money from A Stranger”, teaches how to ask for whatever you want and get it.

As a consultant, Reaves has worked with large and small companies to assist them in achieving their impossible goals. He served as the president of a thirty million- dollar bakery, made sales calls for a multi-billion dollar corporation, and even served as press secretary for a congressional candidate. He believes in doing what it takes to accomplish his client’s goals.

As a speaker, Reaves has influenced many people in various occupations all over the world. His ability to deliver a powerful, concise, useful and entertaining message has earned him recognition from two United States Presidents and other dignitaries, as well as numerous honors including “Veteran’s Advocate of the Year” and “Outstanding Georgia Citizen.”

Out of 4,000 members of the National Speakers Association, Reaves is one of only 63 to have received the coveted “Certified Speaking Professional” and “Council of Peers Award for Excellence” designations. He is a frequent guest lecturer at various colleges and universities.

Michael Houlihan

Michael Houlihan

Serial entrepreneur, industry reformer, successful brand builder, Michael helps small and medium sized businesses build their brands and achieve profitability. He was the Founder, President and CEO of Barefoot Cellars. His new book, The Barefoot Spirit, chronicles Barefoot Cellars development from novelty to mega-brand status. In 2005, he successfully sold Barefoot Cellars to E&J Gallo, where he consulted for a year to maintain Barefoot’s entrepreneurial character. He is a keynote speaker, blogger, guest lecturer, and regular contributor to business media. His straight-talk business articles have appeared in Entrepreneur, Time and INC Magazine.

Barefoot Wine, now America’s #1 Wine Brand was created by Michael C. Houlihan who started in his home with little wine industry knowledge and even less funds. He built an unknown label into one of the fastest-growing brands in America, and has demonstrated success in sales-oriented team building, product distribution, and building a national brand on a shoestring. Currently, he is sharing the Barefoot Wine experience and business principles to help start-ups and established businesses build winning brands.
Read more

Heidi Sloss

Heidi BK Sloss

Heidi BK Sloss is an energetic keynote speaker, engaging sales and leadership trainer, and highly effective workshop facilitator. She infuses more than 31 years of business experience into her key sales strategies and powerful presentations. Groups as intimate as 20 and as large as 2,500 have benefited from Heidi’s methods through her 200+ keynote speeches, trainings and break-out sessions.

Read more