Six Of The Most Respected Professionals In Sales Training
Together they cover the most current sales techniques in ASSET:
Jim Cathcart
Advanced Sales, Sales Management and Sales Negotiations
Jim Cathcart, CSP, CPAE is founder and president of Cathcart Institute, Inc. and one of the most widely recognized professional speakers in the world.
Since 1977, Jim has worked as a corporate executive, training director, entrepreneur, psychological researcher, meeting planner and association executive. He has managed people, products and payrolls for over 25 years. He has also researched and field tested his methods through three decades of speaking and training before 2,000 audiences in virtually every discipline.
Jim has written 13 trendsetting books such as "Relationship Selling" and "The Eight Competencies of Relationship Selling." "The Acorn Principle," first published in 1998, was the number two national bestselling e-book in the year 2000.
Among professional speakers worldwide Jim Cathcart is an industry leader. He is a past president of the National Speakers Association (NSA), winner of the Cavett Award, member of the Speaker Hall of Fame (CPAE), Certified Speaking Professional (CSP), a member of the exclusive Speakers Roundtable, 20 of the world's top speakers, and, in the year 2001, recipient of the Golden Gavel Award from Toastmasters International.
Course Modules:
Module 1: Top Performance in Just 15 Extra Minutes a Day
Module 2: How to Be Your Own Sales Coach
Module 3: How to Increase Sales Readiness
Module 4: The New Reality: Trust is Power
Module 5: Relationship Selling: Treating Customers as Assets
Module 6: How to Cultivate the Successful Selling Mindset
Module 7: More Sales Through Up-serving and Not Just Up-selling
Module 8: The Surprising True Path to Customer Loyalty
Tim Connor
Seasoned Expert Trainer, Professional Speaker, Business Coach
Speaker/Best Selling Author/Trainer/Consultant and Business Coach, Tim is the President and CEO of Connor Resource Group and Peak Performance Institute. He has been a full time professional speaker and trainer since 1973 and he has given over 4,500 presentations in 21 countries to a wide variety of sales, management and executive audiences.
Tim is one of only 450 Certified Speaking Professionals in the country, a designation given by the National Speakers Association since 1974. Tim is also the founder of Master Speakers Int'l, an elite group of ten experienced veteran international speakers. He is the author of over 60 books including the international best sellers; "Soft Sell," "That's Life," "You Call THAT Selling," "The Last Goodbye," "The Ancient Scrolls" and "Your First Year in Sales."
Course Modules:
Module 1: The Effective Prospecting Strategy Philosophy
Module 2: Developing Sales Leverage—Psychological Debt
Module 3: Being a Resource for Your Prospect
Module 4: Developing Strategic Alliances
Module 5: Designing and Asking Effective Questions
Module 6: Creating a List of Effective Probing Questions
Module 7: Developing Elevator Questions
Module 8: An Effective Closing Strategy
Don Hutson
Foremost Authority on Selling Value
Don Hutson's career in speaking, management and sales has brought him many honors. He successfully worked his way through the University of Memphis, graduating with a degree in Sales. After becoming the #1 salesperson in a national training organization, he established his own training firm and was in demand shortly thereafter as a professional speaker. Don has addressed over two-thirds of the Fortune 500 companies and is featured in over 80 training films. Today he is Chairman and CEO of U.S. Learning, Inc. and makes approximately 85 speaking appearances per year. Don is also featured regularly in television programs that are broadcast from PBS and TPN stations.
Don is the author of "The Sale" and "The Contented Achiever." He is a member of the prestigious Speakers Roundtable. His most recent book, "The One Minute Entrepreneur", was a New York Times Best Seller.
Don is past president of the National Speakers Association, and recipient of its prestigious Cavett Award, as Member of the Year. He has also been inducted into the Speakers Hall of Fame.
The New York Times Best Seller: The One-Minute Entrepreneur by Don Hutson. Buy your copy today! Amazon | Barnes & Noble
Course Modules:
Module 1: Selling…Yesterday, Today and Tomorrow
Module 2: Attributes of High Performance Sales People
Module 3: Selling Different Behavior Styles
Module 4: Selling More Through Adaptability
Module 5: Gaining Customer Loyalty
Module 6: Make it About Value, Not Price!
Module 7: Differentiating for Results
Module 8: Goal Setting for Sales Professionals
George Lucas, PhD
Expert in Sales Negotiations
George Lucas has been active in business education, executive development, and organizational consulting since the early eighties. After receiving his Bachelors degree from the University of Missouri, Columbia, he served in field sales positions with American Hospital Supply Corporation and Pitney Bowes.
In 1979, he returned to M.U. to complete his MBA, and later his Ph.D. With his doctorate, he accepted a faculty position on the Graduate Faculty of Texas A&M University, where he served as one of the founding members of the internationally recognized Center for Retailing Studies.
In 1987, he joined the faculty of the University of Memphis, where he achieved the rank of Full Professor in the Fogelman College of Business and Economics. In 1998, he left academia to join Don Hutson as President and COO of U.S. Learning, Inc., an international speaking, training and consulting firm headquartered in Memphis, TN.
George is the author of several leading books, including "Marketing Strategy and Retailing." In 2001, he co-authored the widely read self-help book, "The Contented Achiever." Lucas is presently writing "The Contented Negotiator" with Don Hutson.
George maintains an active consulting and speaking practice in the areas of negotiation, strategic marketing, leadership, consultative selling, and alliance management.
Course Modules:
Module 1: The Nature of Negotiations and Our Reactions to Them
Module 2: Traits of Succesful Negotiators
Module 3: Alternative Negotiation Strategies
Module 4: The Win-Win Strategy of Collaboration
Module 5: Uncovering Needs Through Discovery
Module 6: Active Listening
Module 7: Competitive Negotiation Tactics
Module 8: Recommending Solutions, Dealing with Concerns and Gaining Commitment
Jim Pancero
Expert in Advanced Sales, Sales Management and Sales Negotiations
Jim's work focuses on sales organizations with high priced, large and/or competitively complex products and services. His information-intensive keynote speeches, training programs and in-depth consulting work detail his innovative selling processes and strategies for the new economy and global marketplace.
Jim has been directly involved in "business-to-business" selling for over 35 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim's prestigious IBM career, he earned several awards including the coveted "Golden Circle" designation annually awarded to the top 5% of their international sales force.
In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 2,500 presentations or consulting days for 500 companies providing a career average of five events per client.
Course Modules:
Module 1: Deciding if You are in a Price Driven Market
Module 2: Increasing Your Competitive Awareness
Module 3: Communicating Your Strategic Message of Competitive Uniqueness
Module 4: Utilizing the Four Core Values
Module 5: Utilizing Strategic Qualifiers
Module 6: How to Think and Plan More Moves Ahead Than Your Competition
Module 7: How to Sell Your Large or Complex Customers
Module 8: Selling “Higher, Wider & Deeper” to Increase Your Competitive Edge
Connie Podesta
Renowned Professional Speaker on Balancing Relationships and Career
Connie Podesta is known for being smart, funny and right-on-target when it comes to SALES. An expert in the psychology of human behavior, leadership, life balance and sales strategies, Connie has the business experience AND dynamic personality to captivate an audience! Thousands of salespeople have reached new heights after hearing Connie’s most requested sales topic, "What Psychology Can Teach You That Sales Training Will Not!" and her new book, Make a Fortune Selling to Women, focuses on the critical statistic that 85% of all sales are influenced by women. As an internationally renowned keynote speaker, Connie has motivated millions of people to achieve the success they desire as well as the personal and professional satisfaction they deserve. So get ready to hear about sales as you’ve never heard it before!
Course Modules:
Module 1: The Psychology of Life Balance
Module 2: The Psychology of Human Behavior in Sales
Module 3: The Psychology of Self-esteem and Competitive Positioning
Module 4: The Psychology of Handling Difficult People
Module 5: The Psychology of Outstanding Communications
Module 6: The Psychology of Maintaining Long-term Relationships
Module 7: The Psychology of Winning the Game of Sales
Module 8: The Psychology of Attracting Success