Back by popular demand, Brian Sullivan will give you the specific skills you need to turn your competitor’s happy customers into your ecstatic customers. This high-energy session is designed to help you increase the number of accounts you sell to, sell more to current customers, and increase sales margins.

• Limit cold calling and increase “super hot” calling
• Use research tools to determine if certain prospects are ripe for equipment sales
• Question your prospects so they tell you exactly what it is going to take to steal their business
• Protect your business from the competition

Brian Sullivan is a top-rated healthcare sales trainer and motivational speaker with 15 years healthcare sales and management experience. He is the author of 20 Days to the Top.

9:00 a.m. –  9:45 a.m.
How to Sell a Premium Product in a Price Sensitive World | Bill Caskey

Selling premium products in a tough economy can be challenging, but not impossible. If you understand your product, your competitors and your customers, you can show why the more expensive product is often the best value.  Sales expert Bill Caskey will help you develop a pricing strategy that works, by knowing:

• What to say when prospects say they "can't afford" your product
• How to handle it when the prospect brings up price too early
• How to react if the prospect tells you it all comes down to "price"

Bill Caskey is a sales development guru specializing in business-to-business sales. He is the author of Rewire The Sales Mind.

9:00 a.m. – 9:45 a.m.
Present Like a Pro: Presentations that Connect and Build Sales | Cyndi Maxey

Sales presentations in front of groups, whether small or large, require special skills. You only have one chance to impress the audience and make a lasting impression. In this session learn how to use time-tested public speaking techniques to deliver presentations that wow your customers and build your sales.

• Balance credibility with charisma
• Prepare an engaging presentation that will involve your audience
• Gracefully handle those unexpected challenges that can arise

Cyndi Maxey is a presentation and communication specialist, and author of Present Like a Pro.

9:55 a.m. – 10:40 a.m.
Get Organized Once and For All! | Adam Walker

Feeling overwhelmed with to-do’s, meetings, and paperwork? Learn the four skills at the heart of great organization and gain master control over your to-do list, calendar, contacts and meeting notes. If you want to double your productivity, balance your life and once and for all get organized, this is a can’t-miss presentation.  You will also learn how to:

• Never forget anything again
• Get organized so you spend less time looking for what you need
• Make better decisions to get better results

Adam Walker is a speaker, consultant, entrepreneur and former NFL player, member of 1994 San Francisco 49ers Super Bowl XXIX championship team. He is the founder and CEO of his own specialty packaging company.

9:55 a.m. – 10:40 a.m.
5 Top Closing Techniques to Speed Up Your Sales Cycle | John Costigan

Closing isn’t just about making the sale. It’s about making the sale now so that the process doesn’t drag on, reducing your productivity and your confidence. This session focuses on how to close business deals before ever showing the customer your product. Learn to handle common stalls and objections with specific action items needed to move these opportunities forward.

• How to close business deals without dropping your price
• The four SHIPS and how they can help you close business
• What you can learn from Harry Truman about closing business right now

John Costigan is a sales trainer and author of What to Say and How to Say It.

10:50 a.m. – 11:35 a.m.
Calling on the “C” Suite | Brian Sullivan

Brian Sullivan’s 20 Days to the TOP communication and negotiation session gives you the brilliant PRECISE selling formula, an easy to learn strategy that will help you more effectively communicate and influence high-level decision makers by “saying less… while selling more.” You'll learn to quickly understand what the high-level customer needs and how to deliver a five-star presentation that leaves them longing to hear more.

• How a “stupid” posture can get you the keys to the “C” suite
• Why executives always dispute what you say, and how to take advantage of it
• How an eight cent tool can make you famous in the medical industry
• The questioning technique that gets to the heart of customers’ needs
• How great historical leaders used PRIDE to fuel their Progress

Looking to improve your skills with new business development?  This session will provide proven techniques – from voice mail and email scripts to the logistics of follow up – needed to grow your business.  Learn to prospect all the time instead of once in a while, to capture every lead, and to never let any opportunity fall through the cracks!

• Obtain more appointments with new or existing customers to discuss new business
• Use the skill of making “no” an okay answer to sell more often and with more success
• Keep track of everything using a contact management system
• Ask for a referral without damaging the relationship or putting the other person “on the spot”

Steve McClatchy is one of HIDA’s top-rated sales trainers, and a time management expert. Clients include Major League Baseball, the NBA, Microsoft, Merck, Disney, and more.

9:00 a.m. – 9:45 a.m.
Using the Phone for Business Development: Powerful Tools for Sales Reps |John Costigan

Come experience this highly interactive session where sales expert John Costigan will demonstrate LIVE calls into your accounts and your prospects. When you leave you will know:

• What message gets you a 65% call back rate within three hours
• The #1 line you must say every time when a prospect calls you back
• How to not sound like everybody else
• How to get “invited in” as opposed to begging for the next step or appointment

Learn to use Brian Sullivan’s PRECISE selling formula to increase your phone selling power. This session will:

• Engage prospects with questions and curiosity
• Sell more products and services over the phone while creating loyal fans of your organization
• Fundamentally improve the way you serve both external and internal customers

10:50 a.m. – 11:35 a.m.
Present Like a Pro: Maximize Your Phone Power | Cyndi Maxey

The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, it’s harder to deliver a presentation with “pizzazz” over the phone, without the aid of gestures, eye contact, and body language.  In this session, learn:

• How to involve your listener, even when you’re not there in person
• How to build and use your 'vocal image'
• Language skills for the telephonic communications
• How to influence via the phone

Feeling overwhelmed with to-do’s, meetings, and paperwork? Learn the four skills at the heart of great organization and gain master control over your to-do list, calendar, contacts and meeting notes. If you want to double your productivity, balance your life and once and for all get organized, this is a can’t-miss presentation.  You will also learn how to:

• Never forget anything again
• Get organized so you spend less time looking for what you need
• Make better decisions to get better results

Trust is a necessary ingredient for effective leadership. Learn the skills, strategies, and principles that will help you succeed with your customers, your reps, and management within your own organization. You will learn:

• How to build trust
• What to do when trust is broken
• How to build a team with a high trust culture

Motivation seems to be one of the more challenging areas managers face. This session will identify the top five things you can do to get the most out of your sales team and keep motivation and morale high. This session will address:

• Effective motivation techniques
• Tools needed to empower your sales team
• What motivates and de-motivates your team