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WMIA Announces 2003 Educational Seminars

Technician & Sales Manager Seminars to be Held October 20-21

TECHNICIAN'S SEMINAR l SALES TRAINING SEMINAR l SPEAKERS 

WMIA's 2003 Educational Seminars are scheduled for October 20-21 at Chicago's Ramada Plaza Hotel O'Hare. The meeting will feature separate seminars to help technicians and salespeople or sales managers enhance their performance.

Registration fees for the technician's seminar are $249 per person. For the sales seminar, you can send one person for $249 and additional people for $99 each. These are WMIA member rates. Non-members add $200 per person.

Complete details are available from WMIA headquarters. Contact Rainey Smick at 410-931-8100 ext. 124 if you have any questions.

While technicians are highly skilled in techniques required for machinery installation, maintenance, and repair, they often have not received the proper training that provides them the ability to communicate effectively with internal and external customers. This seminar addresses the following topics in a workshop participation format:

Customer Service ö Components that close the loop and assure top-notch pillars of service that influence repeat sales.

Communication ö Learn about your personal profile and how to work with similar and different people on a new level. How to improve understanding and communication between sales and service, as well as you and the customer. How to have better listening skills and empathy.

Presentation ö The doâs and donâts that make a good service call; including first impression, organization, skills, resourcefulness, responsiveness, transactional analysis, reliability, moments of truth & consequences, summary, action plan and follow up.

Conflict Resolution ö Identifying the issues, how to overcome objections and obstacles, turning angry customers into lifelong customers, how to use other members of your team to resolve issues, and identifying "trap" questions.

Legal Environment ö What is the limit of your authority, what you can and canât say, sensing trouble and how to handle it or who to call.

Role Playing ö Interactive group role-playing and workshop topics, application of real scenarios.

The registration fee includes seminar workbook, two lunches and one dinner. Space is limited to only 16 participants.

Salesman/Sales Manager Seminar

The Six-Hat Salesperson

Dave Kahle, The DaCo Corporation

This session provides a unique system that examines all the pressures and challenges facing salespeople today, and illustrates how to use the "six hats" to make the most of every situation. This interactive seminar challenges salespeople to improve their performance in each of six essential areas ÷ the six "hats" the professional salesperson must wear to optimize his/her performance.

Astute Planner ö How to collect useful information about your customers and your competitors, and create powerful territory, account and sales plans.

Trusted Friends ö Learn how to compete through positive relationships, including the "Nine Commandments for Ethical Salespeople."

Effective Consultant ö Know your customers better than anyone else by using effective questions and following the seven rules for constructive listening.

Skillful Influencer ö Practice the power of a well-planned presentation that will gently but powerfully influence your customers to choose you over others. Learn processes and strategies for closing every sale.

Adept Human Resource Manager ö Clear processes for setting goals, focusing on your strengths, organizing your time, handling failure, adversity and negative thinking.

Master Learner ö Tools to help you continually grow, develop and change, the ultimate skills for success in the information age.

Round Table ö Sales managers and owners participating with at least two salespeople will benefit from a separate roundtable lunch with Dave Kahle.

The registration fee includes seminar workbook, two lunches, one dinner and a copy of Dave Kahleâs book, The Six-Hat Salesperson. Suitable for salespeople of all levels of experience, from rookies to experienced veterans.

About the Speakers

Dave Kahle, WMIAâs favorite sales trainer, will present this interactive seminar based on his book, The Six-Hat Salesperson. Blended with Kahleâs experience in working with WMIA members, this seminar/workshop challenges salespeople to take their performance up a notch. Participants will walk away with creative, practical concepts, strategies and tactics they can use to elevate their performance to the next level.

"Dave has been working with our members for over 10 years and he is definitely the best at training salespeople in our industry ... This seminar is a must for everyone."

ö WMIA Education Committee

"Dave Kahle brings together an uncommon knowledge of the woodworking industry with solid, progressive selling skills and techniques for a terrific value in training dollars. His understanding of the current technology, customer and supplier relationships, distribution channels and human behaviors give his session superior marks. Novice or veteran sales people can benefit from Kahle trainings."

ö Jim Scarlett

Jorgen Kragh of Management International USA, an international training company will lead this action-packed, hands-on seminar. Kragh has traveled extensively with WMIA member technicians and has a complete understanding of the industry, service calls and the forces that influence them.

"We chose Jorgen Kragh after interviewing several high-powered training companies. WMIA member companies who have worked with him, gave him rave reviews ... our two programs last year were superb!"

ö WMIA Education Committee