When: Wednesday - Thursday, June 14-15 | 7:30 am
Where: Carol Stream, IL
Early Bird Member Registration (Deadline May 1): $1195
Member Single Registration (after May 1): $1295
Member 3 or More Registration: $1095
Non-member Registration: $1595
Created specifically for the packaging industry to address challenges in today’s rapidly changing marketplace, AICC is proud to introduce a new training program designed to breathe new life into your sales team. “What got us here, won’t take us there.” Reality requires us to challenge the established thoughts, robotic behaviors, and outdated processes. This program encompasses fresh new ideas and concepts to build a solid strategy for today’s competitive landscape. Based on the belief that if you’re still just “SPIN”ing the sales call, you’re not even in the game, this 1 ½ day seminar will teach you new methods for securing new business, creating more hours in front of a buyer and elevated the discussion beyond price debates. We’ll cut through the clutter to provide a straightforward actionable sales strategy.
This seminar is segmented into three main components, each specific area relevant to the challenges our salespeople face every day: prospecting, time and territory management, commoditization and the price buyer.
Who should attend: Sales representatives and sales managers.
Note: You must have an account with AICC in order to register. When you click the above "Register Now" page, it will give you the opportunity to find and log into your account, or find it. If you have never purchased a product from AICC and never registered for an event, then you can create an account for yourself.
7:30 A.M. Continental Breakfast—Meet & Greet
8:30 A.M.–9:00 A.M. Course Introduction & Opening Remarks
9:00 A.M.–10:00 A.M. Evolution of Sales
- What's changed?
10:00 A.M.–10:15 A.M. Break
10:15 A.M.–12:00 P.M. Commodity and the Price Buyer
- Understanding Differentiation
- What Causes Default to Price?
- Perception and Influence
- Lobby Candy Syndrome
12:00 P.M.–12:45 P.M. Lunch
12:45 P.M.–1:00 P.M. Morning Review
1:00 P.M.–2:00 P.M. Prospecting and Securing First Call
- Common Approaches
- Current Sales Cycle
2:00 P.M.–2:15 P.M. Break
2:15 P.M.–3:30 P.M. Prospecting
- Cold Call Results
- Determining Fit
- Buyer’s Vision and Premature Quoting
- Call Planning History
3:30 P.M.–3:45 P.M. Break
3:45 P.M.–4:30 P.M. Research
4:30 P.M.–4:45 P.M. 1st Day Wrap-Up
275 Knollwood Drive
Bloomingdale, IL 60108
For reservations, call (630) 529-9200
Group code: ACJ