Inaugural Sales Symposium

Edward H. Schmidt School of Professional Sales
College of Business Administration
The University of Toledo

May 9, 2008 - Toledo, Ohio

Early Bird Registration ends 12/31/07 - more info

The Sales Symposium is a one day workshop for salespeople designed to strengthen selling skills and will be led by world renowned sales experts.

Howard Stevens
Chairman and CEO, The HR Chally Group

The New Sales Professional: The First and Only Customer-Defined Portrait of Sales Excellence

Not since Neil Rackham wrote SPIN Selling (in 1987) has anyone used sophisticated research methodology to explain what makes some salespeople much more successful than others.

• Using 210,000 salespeople and 80,000 customers, Chally correlated customer ratings of salespeople with their actual buying decisions.
• The most valid and useful definitions of what customers want and expect from salespeople.

Dave Kahle
President, DaCo Corporation

Mastering the Challenges of Selling Effectively in the 21st Century Economy

Selling in the Information Age is more challenging than ever before. Not all salespeople will rise to the top and become masters of their profession. Those who will succeed will be more disciplined and thoughtful than their colleagues. The master salespeople will be those who develop exceptional competencies in these five key areas:

• A sophisticated relationship builder
• Truly a consultant to the customer
• Dedicated to continuous personal improvement
• Obsessed with time management

• Committed to a balanced life

In this presentation, Dave explores each of these characteristics and delivers specific, practical techniques to take your performance in each area to higher levels.

Greg Knudson
President, GHK Sales Consulting LLC, Miller Heiman Consulting Partner, and Vice President, Technology Development, Regional Growth Partnership

Conceptual Selling Refresher

Conceptual Selling focuses on the effective management of the individual sales call. Greg will outline a unique, four-part questioning process that: 

• Creates positive information flow
• Differentiates you from your competitors
• Builds a solid mutual commitment to a win-win relationship

By learning how to discover the customer’s “concept” (or solution image), you will dramatically improve both their confidence and their credibility in you as a sales professional. 

The 4-part process includes:

1. Getting Started
2. Getting Information
3. Giving Information
4. Getting Commitment

More information about the symposium
can be found on the school's web page.