CINA: Entrepreneurial Selling

CINA Sales/Marketing Leadership Training Program: Entrepreneurial Selling

Date / Time: May 27 2010 - 06:30pm to 09:00pm

Fee: $25.00 for non-member (including membership); $10.00 for members; Send email to rsvp@cina.org with subject " CINA 5/27 name = "; Additional $10 for no RSVP
Food and Refreshment will be provided

Speaker: Michael Luckman, CEO, Achievex Corporation

Venue: Fenwick & West, LLP; 801 California Street; Mountain View CA

Highlight

Sales are the lifeblood of all businesses, including your business. In fact, without sales there really is no business. And it doesn’t matter if you’re selling a product or a service, a tangible or an intangible, high tech or no tech, you must be constantly out there looking for new business.

So why, if good salespeople are such a needed commodity, do so many people look upon them with disdain? Using words and statements like slick, sleazy, silver tongued devil, able to sell refrigerators to Eskimos, to describe them. These certainly are not words of endearment. Do you think the reason may be the salespeople themselves?

Today’s buyer is smarter and better informed about what’s available in the marketplace than at any time in history. Using the internet, they can research your product or service in a matter of hours. They not only learn about your company and product line, but who you compete against, where you’re strongest and where you’re weakest. Now here’s your challenge; if you can’t differentiate yourself from the competition? If you can’t set yourself apart from the pack? If the buyer sees you and your competitors as all the same? Then it will always come down to who has the lowest price!

In this eye opening talk, sales guru Michael Luckman, will provide you with a glimpse of what the buyer sees and hears when you and your salespeople call on them. Why the old way of features and benefits selling just doesn’t work anymore. And, what you’ll need to learn in order to close more business, to close it more quickly and to close it more profitably, in today’s highly competitive marketplace.

About Speaker

Michael Luckman brings over forty years of experience to the sales training arena. With the majority of his career spent in the toy industry, Michael has sold to some of America’s largest retailers. As a senior buyer for Toys R Us, he experienced firsthand what makes the difference between a good salesperson and a great salesperson. And as a marketing director he brought to market the first ever electronic toy while employed at National Semiconductor.

Leaving the toy industry in the early 1990s Michael formed a company by the name of ImagoImage to develop and patent a unique see-through advertising product. You might have seen it if you ever saw a bus completely covered in advertising. Prior to founding Achievex Corporation in 2000, Michael sold major management consulting projects for an international consulting firm. Amongst his clients were Mazda North America, United States Steel and Crown Paper.

It was his frustration with traditional sales training and their sound-the-same salespeople, and his introduction to Sandler Training’s unique sales methodology that convinced him to spend his life working to create professional salespeople.

Michael has trained salespeople in industries as diverse as financial services to semiconductor equipment manufacturers. From residential and commercial real estate sales professionals to the executives of some of America’s finest golf courses. He is also a sought after speaker for companies and professional organizations across the country.