National University, Kearny Mesa 9388 Lightwave Avenue
San Diego, CA 92123
SCORE San Diego
Professional Sales Presentations 1-23-13
This workshop will help you identify why prospects make a buying decision, making it easier to close the sale. You will learn how to choose the words that get your prospect's attention, give your presentation maximum impact, and turn a prospect into a customer.
Sales experts will lead discussion on:
You will leave this workshop with the tools to become a skilled sales presenter and turn your prospect into a satisfied customer. Registration fee:$79 Early / $89 after 1/21/13(Lunch is included)Featuring:Evonne Adani was born and raised in the hospitality industry and initially worked in hotels, restaurants and celebrity sporting and music events until obtaining her first corporate position in the Import/Export and Logistics Industry for TNT Express. Upon entering the industry, Evonne began in the customer service department and held various further positions in Operations Management, HR, Training and Finance. After moving to the global corporate head office in The Netherlands, Evonne taught skills, systems, pricing and profitability training in over 30 countries, finally moving once again to take up her most recent role as Commercial Manager North Asia, based in China. Responsible for China, Hong Kong, Taiwan, Korea and Japan, Evonne built and managed a team whose primary responsibility was pricing of new and existing business from $10 per week customers to $20 million per year accounts. The team was also responsible for all business performance analysis, recommendations and implementation, as well as managing the capacity, utilization and pricing optimization of the inward and outward bound aircraft. After 12 years with TNT Express, Evonne moved to the US in order to pursue other interests and a change in career. Barry Graceman is a native of Minneapolis, Minnesota, where his 40-year business career was based. He traveled the twenty eight Midwest and Great Lakes states building his many businesses. His flagship company, Grace-Lee Products, was a family business started in 1932 which manufactured industrial cleaning and specialty chemicals. The sales volume and geographic territory expanded significantly after Barry became President and CEO in 1976. In order to expand into additional states he built a second chemical manufacturing plant in Toledo, Ohio, a company warehouse operation in Chicago and inventoried products in public warehouses in Houston, Texas, Omaha, Nebraska and Salt Lake City. Through the flagship company he became involved in the carwash industry and started three separate car wash equipment manufacturing companies, in Minneapolis, Chicago and Flint, Michigan. He bought out a car wash distributor in Chicago and ran that under the umbrella of a distributorship in Minneapolis. With the experience of building his own car washes, he began an architectural design and construction company which specialized in building car washes and convenience stores. Barry sold his chemical business to a Fortune 500 company in 1997, and then sold all of his other businesses over the next 5 years. He retired part-time to San Diego and has been with SCORE since 2002. Bob Ritz owned and operated a marketing and sales company for 35 years. Through his efforts he contributed to the success and growth of many apparel firms, including Tommy Bahama, COACH, and Cole-Haan. He worked with and mentored both retail and wholesale companies. His clients were some of the finest quality retailers in the country.
- Preparing a great presentation
- Structuring a sales presentation for positive results
- Dealing with objections
- Using key words and phrases that help you sound more professional
- Earning the trust of your prospect
- Closing the sale