Split Second Selling

Drew Stevens

Session Description:   Customer, Suspect, Prospects and even bosses make the world of selling more competitive and much tougher! You must sell with efficiency as customers are more intelligent and have more resources at their finger tips.  The prospects available for you to sell to are consolidating, and in some cases declining, yet the competition for "customer relationships" is increasing.

In addition to having to outsell your competitors, the pressure is on for better price concessions and better purchasing terms.

Perhaps you ask yourself the following questions...

• How can I meet with my client?
• How can I ensure my client is the first person they call rather than a competitor?
• What are the shortcuts to building better customer relationships?
• Are there new closing techniques to ensure I make quota and meet sales objectives?
• Are there new sales techniques to make me for productive?
• How can you get a real competitive edge? 
• What can you do now to ensure you will not simply prevail, but thrive?

This course contains tips and techniques so that you quickly reach decision makers, and lessen your sales cycles. The tools in this book are written independently so that you quickly see the results of your efforts. The course is developed for the sales professional in mind, not from some trainer but someone that understands your issues and helps you to overcome your sales hurdles to gain maximum sales efficiency and commissions!

You will quickly learn to:

• Understand how to quickly create value by understanding client issues
• How to listen more so that you can quickly gain buyer signals
• How to create interest that reaches the needs of the client
• Understand how to maximize your day and eliminate "windshield time!"
• Overcome sales hurdles and create effectiveness in your presentation

Split Second Selling offers innovative new ideas and street smart techniques for reaching your selling potential. The course is based on over 25 years of sales presentations and delivery both with clients and students. Now for the first time ever, you hold in your hands the practical tips and tools that have helped thousands of others.

Speaker Bio

The speaker and topic are part of MPI's Platinum Program Series.

Importance of Follow-up

Theresa Syer

Session Description: 
Effective follow-up can significantly affect whether or not your personal success is derived in our industry. Whether you are a planner or supplier, appropriate follow-up skills can address key concerns, and displays your interest level in the relationship and business at hand. In addition, you are demonstrating, by the very act of following up, personal and professional qualities that are typically sought by experts in our field: dedication, tenacity, attention to detail, and the ability to follow through.

After attending this session, you will be able to:

• Obtain tips & technique for great follow up
• Create well written follow up letters that get noticed
• Gain the competitive advantage and achieve new revenue gains

Speaker Bio

The ABC’s of RFP’s

MPI-WI Member Panel

Session Description: 
Some call RFP’s (Request for Proposals) a necessary evil. Whether you are a planner or supplier, the process of preparing and responding to RFP’s is an age-old challenge. Join us for a lively panel discussion where we’ll tap into the collective knowledge of some our MPI-WI peers to answer questions from YOU our members on how we can make the process of preparing and responding to RFP’s as efficient and easy as 123! Please submit questions (or gripes related to the process!) to be presented to our planner/supplier panel to Carrie Jensen at tcjensen@charter.net.

Planner Member Panelists:

• Paulette Heney, CMM - United States Bowling Congress
• Candace Walker, CMP, CMM - Association of Family and Conciliation Courts

Supplier Member Panelists:

• John Dorgan - Bridgewood Resort Hotel
• Sherri Povolo - Country Springs Hotel Waterpark & Conference Center