Breakout Sessions

DATE TIME SPEAKER TITLE ROOM TRACK
SATURDAY
JAN. 27
1:30 – 2:30 p.m. Eager,  William

101: Keys to Enhance Your Digital ROI

Whether you are creating a digital campaign to enhance brand awareness, connect with key audiences, or generate sales leads, you want to know your ROI.... and you want to learn how to improve it. This presentation provides the information you need to connect the dots between eyeballs, engagement and bottom line benefits. We compare various channels and review the insights you can gain with available analytic tools. We delve into customer acquisition and the importance and metrics related to mobile marketing. Ensure the time and money you spend on digital creates positive, measurable returns. Bill Eager is an Internet expert who has written 10 books and helps travel and tourism companies achieve online success.

217D TECHNOLOGY
SATURDAY
JAN. 27
1:30 – 2:30 p.m. Korhan, Jeff

102: How to Discover and Perfect Your Brand Story

Sponsor: US Tours

In a world of product and service sameness, your brand story inspires people to do business with you because it stands in for the distinctive customer experience the company delivers. Your current customers came to know that story, but to grow beyond that base you have to perfect it for complete strangers.

217A PROFESSIONAL DEVELOPMENT
SATURDAY
JAN. 27
1:30 – 2:30 p.m. Silber, Lee

103: It's Not Me, It's You

The customer is not always right—but they always think they are. The people we work with and work for are more self-centered than ever before. When problems arise (and when do they not?) people are a lot less patience. That’s the bad news. The good news is there are several ways we can make this work and get what we want by giving others what they need.

In this fast-paced and fun presentation we’ll begin with the premise that we can’t change people (or their minds) so we’ll explore all the things we can do to become better communicators, offer better customer service, and in the end, be better people by changing our approach and leading by example.

In this this industry things don’t always go as planned—understatement of the week—but with this new approach and mindset problems provide us our time to shine. Don’t miss this session full of unique and innovative ideas about dealing with difficult people and how to not become one ourselves.

213D SALES AND MARKETING
SATURDAY
JAN. 27
3 – 4 p.m. Dean, Randall

104: Taming the E-mail Beast for Gmail

Sponsored by Museum of Science and Industry

In the past many of you have taken Randy Dean’s popular course on Taming the E-mail Beast.  This year, we are focusing the course specifically for attendees using Gmail (although users of just about any e-mail tool will still benefit.) The course will go through the strategy for better managing your e-mail for more efficiency and less distraction, with most of the software demonstrations being Gmail-focused. You will learn strategies for converting e-mails into task, calendar, and contact items, speeding up replies on common messages, identifying your most important incoming messages, dealing with spam, and even using powerful keystroke shortcuts to enhance your Gmail efficiency. Get on top of your Gmail beast rather than it being on top of you!

217D TECHNOLOGY
SATURDAY
JAN. 27
3 – 4 p.m. Phipps, Vincent Ivan

105: Amplify Your Conflict Resolution Skills

Approximately 83 percent of conflicts are not technical but personal. Customer complaints, firings, resignations, lack of promotions, and discontinuation of services is less about the quality of the product or service and more about the lack of communication skills. This topic teaches you how to avoid conflicts and reduce defensiveness to resolve issues and establish rapport.

217A PROFESSIONAL DEVELOPMENT
SATURDAY
JAN. 27
3 – 4 p.m. Group Sales Box Office

106: Broadway Classroom

Sponsored by Group Sales Box Office

Since 1998, more than 550,000 people have participated in this exceptional program, which combines a Broadway show with a unique, interactive workshop. Broadway Classroom is the industry leader in providing arts and educational experiences.

Offering a diverse curriculum of workshops, Broadway Classroom will complete your group’s itinerary with an experience they will remember for years to come. Workshops are private, affordable, and fully tailored to the show, skill level, and interests of each group and “students” of all ages are encouraged to participate.

This ABA-exclusive session will give participants the opportunity to experience a Broadway Classroom workshop for themselves.

213D SALES AND MARKETING
SATURDAY
JAN. 27
4:30 – 5:30 p.m. Silber, Lee

107: Think Quick

Life now moves at the speed of thought (if not faster) and we must keep pace. Quick thinking is a valuable skill to have as everyone wants everything to happen immediately. The good news is being able to think on our feet, come up with ideas on the fly, and solve problems on the spot can be learned.

In this interactive and hands-on session, we will all discover several simple things we can do to speed up our thinking and not only amaze ourselves with this newfound ability, but impress the people around us as well. Once we learn how to think quick and act fast, we are more productive, more decisive, and more successful.

In this field things can go wrong in a hurry and our customers expect us to immediately turn things around. No problem. In fact, problems are welcomed (okay, that may be a bit bold) when we have the ability to generate good solutions quickly and effectively. We can save the day and be seen as superheroes—or just really good at what we do.

217D TECHNOLOGY
SATURDAY
JAN. 27
4:30 – 5:30 p.m. Schwantz, Gary

108: A Manager’s Toolkit: Lessons From Starbucks on Servant Leadership, Teamwork, Motivation, Customer Service and Dignity

Sponsor: Maine Office of Tourism

The book, How Starbucks Saved My Life, is the story of Michael Gill, who at age 58 lost his job with a powerful NYC ad agency. Eventually broke and unemployed, he takes a job as a barista at a Starbucks in NYC and finds his life.

Using excerpts from the book and other sources – we will discuss what is in a manager’s toolkit: servant leadership, teamwork, motivation, customer service. We will delve into some of the processes Starbucks has put into place and talk about how to apply that at your organization. We will discuss the differences between busyness and productivity. Finally, and most importantly, we will discuss the dignity of work and how to share that with your staff. 

I think you will find our discussion an unexpected pleasure, with plenty of ideas to take home to create the kind of workplace your members and staff will enjoy.

217A PROFESSIONAL DEVELOPMENT
SATURDAY
JAN. 27
4:30 – 5:30 p.m. Korhan, Jeff

109: How to Create Winning Marketing Content Faster

Sponsor: US Tours

Experienced marketers understand that creating helpful content to grow their audience is not an event but a process. They make the most of their marketing content by strategically planning how to properly reformat, repurpose and redistribute it up, down and across appropriate marketing channels.

213D SALES AND MARKETING
SUNDAY
JAN. 28
9:30 – 10:30 a.m. Eager,  William

201: Winning Social Media Campaign Strategies

This interactive seminar teaches you techniques to create successful social media campaigns. We explore the marketing attributes of the top social channels. Find out how you can effectively engage audiences on Facebook, Twitter, Instagram and Pinterest. Discover how social advertising supports a digital sales funnel that generates qualified leads. Learn how to repurpose your existing content to cost effectively get engagement on social channels. And, find out how can you improve your reputation and reviews on TripAdvisor and Google. Bill Eager is an Internet expert who has written 10 books and helps travel and tourism companies achieve online success.

217D TECHNOLOGY
SUNDAY
JAN. 28
9:30 – 10:30 a.m. Phipps, Vincent Ivan

202: Amplify Your Attitude!

Boost your professionalism from an attitude expert. Professional speaker and trainer, Vincent Ivan Phipps, suffered a near fatal car accident. A few years later, he started his own company after 13 years in corporate America. Within another year, he and his wife suffered the loss of their son. These traumatic life changes motivated Vincent to create strategies turning negative energy into positive solutions. Now an award-winning international speaker and entrepreneur, Vincent captivates his audiences with laughter and lessons learned to amplify personal and professional attitudes.

217A PROFESSIONAL DEVELOPMENT
SUNDAY
JAN. 28
9:30 – 10:30 a.m. Dahl, Sima

203: Crafting Your Personal Elevator Pitch

Sponsor: Biltmore

When you’re networking and someone asks you what you do, how do you answer? Do you give your job title? Or your company name? The truth is that neither of those data points matters. What people really want to know is how you can help them, or possibly help someone else in their network. In this intense session, you’ll craft an elevator pitch that will pique someone’s interest, open a meaningful dialog, and position yourself in their memory lasting opportunity long after the handshake.

213D SALES AND MARKETING
SUNDAY
JAN. 28
11 a.m. – Noon Dean, Randall

204: Time Management in “The Cloud” Using Gmail/Google

Sponsored by Museum of Science and Industry

And, in part 2 of Randy’s Gmail/Google “mastery course”, you will build on the Taming Gmail strategies by learning how you can manage your time, projects, people and ideas using the Gmail/Google suite of productivity tools. Learn powerful tools and strategies for using Google Calendar, Google Tasks, Google Contacts and Google Docs to manage your key responsibilities, activities and clients/customers. Also learn coordinating tools in your Chrome browser and apps for your phone/tablet that will help you to “sync” your info across your device platforms. Take your Google tools and your time/project management skills to a new level in this course!

217D TECHNOLOGY
SUNDAY
JAN. 28
11 a.m. – Noon Schwantz, Gary

205: What If Lincoln Ran Your Organization? Leading Beyond Crisis

Sponsor: Maine Office of Tourism

When you consider how tough the past five years have been in our industry, consider this about Abraham Lincoln when he came into office: Seven states had seceded before he was ever inaugurated in March 1861, by June, four more seceded. Our form of government - the republic - was still in its infancy. This was a man who’d never before held an executive leadership position; who had been only a one-term congressman; and who had no military experience to speak of - had never been in battle.

217A PROFESSIONAL DEVELOPMENT
SUNDAY
JAN. 28
11 a.m. – Noon Nepom, Aden  & Merlin, Shana

206: Persuasion Works: Influence and the Art of Persuasion

Increase your influence in this invigorating and interactive session. Improve your overall collaborative skills as we explore shifting your perspective and learning what motivates people. Learn to win hearts and minds in our three-step process of “Meet and Move,” listening to persuade, and utilizing, from our partners at the Art of Change, Kirschner's Motivational Model. Participants will be able to strategize a plan for their next team meeting, negotiation, vendor conflict, one­-on-­one, or interpersonal challenge.

213D SALES AND MARKETING
SUNDAY
JAN. 28
3 – 4 p.m. Dahl, Sima

207: Social Media: Myth or Magic Bullet

Sponsor: Biltmore

Did you ever wonder if all that liking, linking and tweeting was just a colossal waste of time? In this hype-free presentation, Sima Dahl, America’s Personal Branding Champion™, will share a practical framework you can use to assess whether embracing a social media strategy makes sense for your business, and where to begin. 

217D TECHNOLOGY
SUNDAY
JAN. 28
3 – 4 p.m. Taubman, Steve

208: Inner Selling

Sales isn’t just a profession. It’s a way of life. Selling isn’t just getting someone to buy a product or a service; it’s also empowering and impacting others to embrace a new idea. This speech is for anyone willing to explore the underlying processes of the mind and heart, which contribute to our ability to influence, inspire, empower and redirect ourselves and others. If you’re interested in becoming a force for change, you’ll want to attend this session and practice the strategies presented. The "inner selling" practices have many benefits, not the least of which is that you’ll meet your challenges with less stress and greater mastery.

217A PROFESSIONAL DEVELOPMENT
SUNDAY
JAN. 28
3 – 4 p.m. Campbell, Johnny

209: LinkedIn Money Secrets” How to Attract More Prospects and Convert More Sales Using LinkedIn

Sponsor: Philadelphia CVB

With more than 500 million members on LinkedIn. LinkedIn is a business growth goldmine for business professionals who want to reach their target buyer in an organization or business. The only question is how do you attract, build and convert these connections into profitable business relationships? In this program, you will learn how to put together a LinkedIn marketing campaign that that will help you turn your LinkedIn Profile and Company Page into a Lead Generation and Sales Converting Marketing System.

213D SALES AND MARKETING
SUNDAY
JAN. 28
4:30 – 5:30 p.m. Washington, Crystal

210: The Master Class: Technology for Efficiency, Relationship Building and Focusing on Real Priorities

Sponsor: Massachusetts Office of Travel & Tourism

Do you ever wish there were more hours in the day? Tourism professionals find themselves challenged to consistently demonstrate greater results with less resources and time. In this session, Crystal Washington will show you how to outsource non-important work activities, leverage social media and apps to increase efficiency and real relationship building AND use all of this extra time to invest in top career priorities (and maybe a little R&R too).

217D TECHNOLOGY
SUNDAY
JAN. 28
4:30 – 5:30 p.m. Nepom, Aden  & Merlin, Shana

211: Dynamic Team Conversations: Making Meetings Meaningful

How would you like to have more productive meetings, get more out of your team’s interactions and take back some of your own productive work time? In this session, you’ll learn tactics to make meetings more efficient and (dare we say) more fun. From pre-­meeting planning and structured meeting styles, to the way you interact with your team, participants will do hands-­on training that will improve any meeting. By energizing, activating and balancing the way people participate in conversations you really can have fewer meetings, with the right people, run effectively and interactively, with excellent follow through from everyone involved.

217A PROFESSIONAL DEVELOPMENT
SUNDAY
JAN. 28
4:30 – 5:30 p.m. Katz, Red

212: Live Your YOUlogy for Sales

As a sales leader, you know all too well that nothing happens until someone SELLS something. And a high-performing sales team can knock down walls, generate amazing results, and keep going to do it again and again and again. THAT is the recipe for lasting sales success. Red Katz has spent a lifetime selling – and he knows that sales is equal parts mindset and skillset.

213D SALES AND MARKETING
MONDAY
JAN. 29
9:30 – 10:30 a.m. Washington, Crystal

301: Top Tour Apps for Providers and Customers

Sponsor: Massachusetts Office of Travel & Tourism

Popular apps have made traveling easier, cheaper and more fun! Are you up to date with the apps your clients are using? What about those for tourism site and tour providers? In this high-energy talk, Crystal will show you the very best apps for trip planning and entertainment!

217D TECHNOLOGY
MONDAY
JAN. 29
9:30 – 10:30 a.m. Taubman, Steve

302: 7 Steps for Getting Things Done  

One important characteristic of someone living a life of passion and purpose is the frequent appearance of ideas. When you're on track, you'll find creative urges bubbling up constantly. If you know how to harvest them, you'll be successful and happy. We often let great ideas slip by because we don't have a system for capturing them and bringing them to fruition. In this lively discussion, you'll learn a reliable system for capturing your ideas before they float away and nurturing them through to a desired result. Expect to come away from this program with a new view of your own ideas and a process that will motivate and inspire you to get things done.

217A PROFESSIONAL DEVELOPMENT
MONDAY
JAN. 29
9:30 – 10:30 a.m. Campbell, Johnny

303: The Lost Customer Recovery Blueprint

Sponsor: Philadelphia CVB

As a business owner, you may spend a lot of time and resources attracting new customers.
However, did you know that there may already be a sale hidden in your business that could increase your bottom-line profits by 20 percent to 30 percent. This untapped reservoir of revenue is your “Lost Customers”. In this program, you will learn methods for winning back lost customers and how to bring in a flood of sales from those customers without cutting your price.

213D SALES AND MARKETING
MONDAY
JAN. 29
11 a.m. – Noon Wheeler, Judd

304: Mirror, Mirror on the Wall, What’s in Store for Mobile in 2018?

After more than 10 years, you’d think mobile marketing would be on cruise control by now. Not so. It’s still moving at light speed increased by Mixed Reality, Natural Language Processing and Artificial Intelligence. With the shifts and changes of 2017, we’ll look at what’s ahead for 2018 and how you can prepare for it. So, buckle up and let’s explore what’s in store for your business and its customer experience.

217D TECHNOLOGY
MONDAY
JAN. 29
11 a.m. – Noon Katz, Red

305: Live Your YOUlogy for Success

You may have read some self-help books, hired other motivational speakers, or worked with coaches, but maybe they didn’t quite seem to “fit” what you were after. Or if they did fit, perhaps it didn’t last because you couldn’t internalize the message and live it every day. Red Katz knows what you’re up against – and he’s here to help! Red has experienced both highs and lows (like divorce and bankruptcy) and he’ll give you the keys to build resiliency and help you overcome your real-world challenges with real-world strategies. No theory, no fluff and no filler.

217A PROFESSIONAL DEVELOPMENT
MONDAY
JAN. 29
11 a.m. – Noon Kennedy,  John

306: Sales Trends in Tour and Travel

Sponsor: Asheville CVB

The new needs of the wants-based economy are different than the old wants of a needs-based economy. Confused? Then let John Kennedy shed some light on the expectations of our industry and how your business must adapt and change…or suffer the consequences of choosing to remain the same. 

Two key words are driving the discussion—innovation and relevance. And one dominant strategy will win the game—technology. Make sure to join John during the “Just a Bite” earlier in the morning to facilitate discussion about the innovative use of technology to drive both people and profits! 

213D SALES AND MARKETING
MONDAY
JAN. 29
3 – 4 p.m. Lutze, Heather

307: Brand Protection Emergency Kit

Sponsor: Virginia Tourism Corporation

Search and be searched. How can you control what people see when they Google your company name? Come learn actionable steps to protect your brand online. You will leave with a task list to protect your brand and manage reviews both good, bad and the ugly. This session will be packed with tools and easy tricks to keep you looking your best online. 

217D TECHNOLOGY
MONDAY
JAN. 29
3 – 4 p.m. Jett, Pamela

308: Snipers, Steamrollers, and Chronic Complainers

Imagine how you and your organization would profit - literally - if team members could deal more effectively with difficult people. Imagine: no more productivity killing feuds between coworkers and departments. No more time-wasting conversations with demanding customers. The net results - better relationships, better customer service, increased employee satisfaction, and retention.

217A PROFESSIONAL DEVELOPMENT
MONDAY
JAN. 29
3 – 4 p.m. SYTA

309: The Changing Nature of Student Travel in Today's Challenging Times

Sponsor: SYTA

In today's challenging environment of changing government policies, terrorism and natural disasters, school boards and educators are increasingly concerned for students traveling both domestically and globally. 

SYTA with strategic partners MCH and MTD, have been conducting surveys to find out how these factors are impacting travel decisions for 2018 and beyond. Whether you are in the student market today or considering it for the future, you will hear valuable information for retaining and growing your student business. 

213D SALES AND MARKETING
MONDAY
JAN. 29
4:30 – 5:30 p.m. Wheeler, Judd

310: Inserting Mobile into your Customer Communications

The century-old traditional marketing funnel is dead. Smartphones have become the most owned piece of technology in America that consumes our daily lives. Those looks, glances are responsible for turning smartphones into the number one for travel research and booking. On average, we look at our phones 150 times a day but most of those looks are glances.

Cultivate your customer relationship by being on their most personal device – their mobile phone. This presentation focuses on the micro moments and how to win by being present, being useful and by being quick.

217D TECHNOLOGY
MONDAY
JAN. 29
4:30 – 5:30 p.m. Kennedy,  John

311: One Hour Strategic Plan

Sponsor: Asheville CVB

John Kennedy has been facilitating strategic planning “advances” for the last two decades, helping industry professionals build their one-, three- and five-year game plans…one great idea at a time.

John is excited to bring his depth of knowledge and insight to ABA delegates to help accelerate your businesses to the next level! This fast-paced and dynamic program will leave your mind racing. Audience members will walk away with: a road map for tactical and strategic decisions to move the ball down the field; a three-step process for prioritizing next steps for success and “moving mountains"; and the importance of asking the hard questions and pushing the limits of opportunity.

217A PROFESSIONAL DEVELOPMENT
MONDAY
JAN. 29
4:30 – 5:30 p.m. Busse, Randi

312: Your Customers Are Talking About You: How to Make Sure the Stories They Tell Have Happy Endings

Sponsor: Visit Mississippi

Thanks to social media, you no longer own your brand – your customers do. With the click of a mouse or the tap of a finger, your customer can tell the world about their experience, and strangers will use that information to make decisions about whether to buy from you. Learn what you need to know about customer service in the post-Internet world.

213D SALES AND MARKETING
TUESDAY
JAN. 30
9:30 – 10:30 a.m. Sweeney, Susan

401: YouTube Marketing for Tourism

YouTube is the second largest search engine. It is also one of the most valuable social media venues for travel and tourism. Getting to the top of the YouTube search results, setting up your channel and playlists, growing your subscribers are just a few of the topics discussed in this valuable session. With the information provided in this session you will be able to get your videos to the top of YouTube.

217D TECHNOLOGY
TUESDAY
JAN. 30
9:30 – 10:30 a.m. Jett, Pamela

402: Snap Out of it! Everyday Tools for Success

We’ve all heard it over and over again:  “Attitude determines altitude.” Or, “Attitude is more important that aptitude.” And while true, your positive attitude is one of the, if not the, most important attributes of a successful professional; we all have those moments when our attitude needs adjusting.

217A PROFESSIONAL DEVELOPMENT
TUESDAY
JAN. 30
9:30 – 10:30 a.m. Busse, Randi

403: How to Turn Your Customers into Brand Advocates

Sponsor: Visit Mississippi

In this highly interactive presentation, Randi Busse will facilitate a dialog about the customer experience that employees are providing to their customers and compare it to the customer experience that employees are having when they themselves are customers.

213D SALES AND MARKETING
TUESDAY
JAN. 30
11 a.m. – Noon Lutze, Heather

404: Become a Blogging Ninja

Sponsor: Virginia Tourism Corporation

Blogging, , you have heard about it for years, NOW is the time to take action. Blogging is a critical part of your online marketing action plan. We are going to work in this session on how to create an easy, crowd-sourced blogging schedule you can stick with over time. This does not have to be hard, just good strategies and someone willing to write. Google cares, your customer cares, now it's time to blog. 

217D TECHNOLOGY
TUESDAY
JAN. 30
11 a.m. – Noon Tobe, Jeff

405: Coloring Outside the Lines: Creating a NEW Customer Experience

This high-energy, participatory, humorous session has received outstanding reviews from diverse groups around the world. Certified Speaking Professional Jeff Tobechallenges you to step outside your comfort zone to look at your organization’s EXPERIENCE from a different perspective. Tobe is not just entertaining—he provides real ‘tools’ to creatively ENGAGE your internal and external ‘customer’. Jeff believes in the power of creativity to look at business from a new perspective and accept that customer service is no longer the bar that distinguishes us from our competitors. We now must consider our internal and external customers' EXPERIENCES from the minute they make contact with us to the minute they are done!

Jeff encourages you to “start considering every one of your TOUCHPOINTS̶  those opportunities you or your people have to affect the customer/stakeholder experience. Allow people to ‘tweak’ their own touchpoints and, collectively, change the experience. He addresses the concept of seeing the world through their eyes̶  from their perspective! Most important, his sessions are upbeat, interactive and FUN!

217A PROFESSIONAL DEVELOPMENT
TUESDAY
JAN. 30
11 a.m. – Noon Smith, Pete

406: What's NOT Being Said Needs to be Understood

If 100 percent of communication is made up of body language, tone and words, why do we still experience such an enormous amount of daily poor and miscommunication? Perhaps it's because we fail to acknowledge, address or assess what's not being said in a conversation. Because much of our communication is expressed beneath the surface, it’s important to recognize how we are influenced by what we see, hear and say, and understand how we (and others) interpret that information. Our beliefs, experiences, judgments and expectations heavily influence the way we communicate, yet those are aspects not frequently explored in our communication effectiveness. If we’re going to connect with people on a different, more meaningful level, then it’s important to meet them beneath what’s visible on the surface. This is not your ordinary session on communication. It is challenging, educational and entertaining as we explore the dynamics of human interaction.

213D SALES AND MARKETING
TUESDAY
JAN. 30
3 – 4 p.m. Sweeney, Susan

407: 50 Internet Marketing Tips in 50 Minutes

In this fast-paced session Susan Sweeney, Internet marketing expert and the author of eight Internet marketing books including 101 Ways to Promote Your Web Site and Social Media for Business, will bring you 50 tips to improve your website and your social media, increase traffic, improve your conversion and do more business online.

217D TECHNOLOGY
TUESDAY
JAN. 30
3 – 4 p.m. Smith, Pete

408: Legacy Roadmap: 3 Keys to Team and Organizational Excellence

Look, any team can be great once. But success in the motorcoach industry isn’t built on fluke excellence or isolated great performances. The best teams, the best organizations, are those that can sustain high levels of performance year after year. To do that, it requires that motorcoach leaders and experts understand and implement three crucial keys: 1. cultivating organizational, team and individual identity is often the biggest determinant in hiring, retention and engagement success. 2. low performance, decreasing morale and poisonous cultures are usually created by and evident in areas often viewed as “inconsequential.” 3. continued excellence requires an unwavering attack on complacency at every level. Not only does this presentation address all three keys in more detail, it provides the tangible takeaways to begin making a significant difference immediately at work.

217A PROFESSIONAL DEVELOPMENT
TUESDAY
JAN. 30
3 – 4 p.m. Tobe, Jeff

409: C.O.L.O.R. Selling: Probing for Your Clients' Real Needs!

Jeff Tobe’s energetic, humorous and motivational style is combined with his innovative approach to the sales arena. What this means to you is a comprehensive “road map” to increasing productivity and your bottom line by asking your clients the right kinds of questions that get you the sale or get ‘buy in’ to whatever it is you are proposing.

This unique and proprietary program has been employed by major companies around the world. C.O.L.O.R. Selling is a five-step sales process developed by Tobe. It is based on research with more than 200 salespeople representing many different industries over a period of 18 months. What he discovered was that there is a very common link in any large sale ̶ the use of proper and sequential questioning techniques are directly related to the success of the call.

Tobe explains that there are four distinct stages to any sales call and, once salespeople understand this, they can determine whether or not they are spending an appropriate amount of time in each stage. Moving from stage to stage is directly related to the kinds of questions one asks. This session is NOT for people who are ‘trying’ out sales as a profession! If you are willing to get outside of your comfort zone and truly look at how you sell from a whole new perspective, then join Jeff Tobe for this outside-the-lines workshop. 
 

213D SALES AND MARKETING