ACCE 2013 National Sales TrainingDate: March 7 - 9, 2013Time: 12:00 pm - 3:00 pm (ET)
See below for the links to the following handouts:
The Closer: Handout
Selling Chamber Value: Powerpoint
All of the events will occur at the Dallas Regional Chamber, 500 North Akard Street, Suite 2600, Dallas, TX. Room nighst should be booked at the Fairmont Hotel. See below for reservation details.
8:30 am - 10:00 am
10:00 am - 11:00 am
The New Normal
The last three years have shaped a new way to do business. Even as the economy slowly stabilizes, businesses continue to be cautious by working with a lean workforce and constantly evaluating expenditures. Chambers of commerce have evolved to fit into this new environment. Learn what markets remain viable and what's on the horizon.
Speaker: Kelly R. Hall, CCE, IOM, President/CEO. The Longview (TX) Chamber of Commerce
11:15 am-12:30 pm
Proof is in the Process
When it comes to attracting prospects, you can't just wing it. In this practical session, learn the ins and outs of the selling process, from innovative prospecting techniques including how to get past the gatekeeper to ways you can maximize closing opportunities and conquer those sales slumps. You'll sharpen your selling skills and collect strategies that will help you cultivate relationships with potential members, appeal to their needs and ultimately close the sale.
Speaker: Ashleigh Adkins, Senior Account Executive, Knoxville Area (TN) Chamber of Commerce
Selling the Intangibles
Sales is not about what you're selling; it's about customers and what they need. So when selling an intangible such as a chamber membership, you need to focus on the future value or ROI of the membership and how it will meet your customer's needs and goals. Get your customer to buy into your vision (and purchase a membership!) when you learn how to assess the needs of a client, align chamber products and services with those needs and then demonstrate the value of chamber membership.
Speaker: Hal Becker, National Sales Speaker & Trainer
12:45 pm - 1:30 pm Lunch
1:45 pm - 3:00 pm
The Pitch and The Follow Up
Once you've identified your target market, you need a sales strategy to pull them in. Scripting and presentation skills are key elements of this process. First impressions are lasting impressions; they set the tone for the relationship. Learn how to take advantage of the one-time opportunity to engage your prospects in a conversation about how your chamber can help fulfill their needs.
Speaker: Barry Moltz, National Sales Speaker and Trainer
3:15 pm - 4:30 pm
The economy, lack of time, and no interest are typical excuses prospects use to dismiss your pitch. Yet when you get to the heart of the matter, you realize that the economy excuse means, "I don't think you are worth it." Not enough time means "I am overwhelmed by your offerings and I don't know where I fit in." This session will show you how to acknowledge such objections as valid prospect concerns and teach you how to get past these and other delay tactics by turning their concerns into a sale!
Speaker: Libby Spears, Founder and Owner, Bravo cc
Managers Who Sell
Meeting you own sales goals while leading a sales team can be a daunting task. In addition to being the sales team's coach, you have to skillfully avoid conflicts of interests and try not to undermine their efforts. This session will discuss techniques to enable you to meet your own goals and help your sales team reach theirs.
Speaker: Hal Becker, National Sales Speaker & Trainer
5:00 pm - 6:30 pm
Come join us before dinner to share samples and have your sales kit and marketing material critiqued by an expert!
Depart for Networking Dinners. Reservation are for 7:00 pm
8:30 am - 9:30 am
Selling Chamber Value
You're not just selling your chamber's story; you're selling your chamber as a resource. In this interactive workshop, learn how to close the sale faster by changing your strategy to connect with customer needs.
Speaker: Carlos Phillips, Vice President Membership & Marketing, Kentucky Chamber of Commerce
9:45 am- 11:00 am
Technology and Social Media for Sales Success
Technology has become another useful component of your chamber's communication department. It also should be an important part of your membership sales plan. A wide range of social media tools and tricks can help generate quality leads, referrals and recommendations. Email marketing is an easy and inexpensive way to reach your members but must be used wisely. A good communication plan offers integration of technology and print. Discover how these tools can help you close and keep the sale.
Speaker: Tony Amador, VP, Business Development & Marketing, ipsh! The Marketing Arm
11:15 am - 1:00 pm
Retention Best Practices
Engaging new members in the chamber's activities is the first step to retention. You've already sold them on the advantages of becoming a member, so now it's time for staff and volunteer committees to follow through on those promises and help them visualize a future with your chamber. Learn how to use communications, volunteers and staff to make that new membership worthwhile.
Speakers: Ruth Littlefield, Vice President Membership Development & Relations, Tulsa Metro (OK) Chamber of Commerce; CJ Harkola, Membership Manager, Rennselaer County Regional (NY) Chamber of Commerce
Hotel cutoff: February 21, 2013
The Fairmont Dallas
1717 N. Akard Street
Toll Free: 866 540 4427
The group name is "the American Chamber of Commerce Executives"
$189 per night plus tax
Networking Dinner Registration
Click here to register for a dinner