Topic: Sales

What Great Salespeople Do

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Presenter: Denise Lee Yohn

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If you’re worried about how the role of sales and selling is changing, you need to know what the best salespeople do to succeed in this new business environment.

Brand expert Denise Lee Yohn shows you that great salespeople do what great brands do. She explains how to innovate — not imitate, how to create extraordinary experiences that embody your brand, and how to cultivate strong, emotional connections with customers. She’ll inspire the audience to engage with clients in new ways that cut out competitors and create long-term business success.

Your franchisees will learn:

– Why a new sales approach is needed now more than ever

– The seven actions all great salespeople take to win more valuable customer relationships

– How the best salespeople operate as brand evangelists to create long-term success

Standout Fearless Sales

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Presenter: Connie Podesta, CSP, CPAE

Sales Strategies Like You’ve Never Heard Before!               

Tough economy?  No problem!  Competition?  Move over! Connie Podesta is fearless when it comes to taking franchise sales to a whole new level.  And don’t even try to use the economy, territory, or price as excuses.  If your goal is to increase sales and “own” the franchise market, then you have definitely come to the right place.  Connie Podesta is the #1 Standout Sales Speaker of choice for franchise systems who are seriously interested in going right smack inside the mind of today’s new breed of customer. Bargain-hunting. Internet Savvy.  Indecisive.  And very selective!

Great Sales is… 

  • More about the ability to connect with PEOPLE in a positive way than it is about product, price or service. 
  • More about influence than pressure.
  • More about relationships than convenience.
  • More about fulfilling a promise than simply closing a deal.
  • More about listening to what the customer needs than talking about what YOU want.
  • More about sharing and consulting than scripted dialogues and canned responses. 

With a rare blend of substance, style, killer sales strategies and laugh-out-loud humor, award winning author and motivational speaker Connie Podesta shares amazing insight into the mind of both the buyer and the salesperson.  Book Connie and get ready to increase market share, grow your business, develop long-term customers and…blow the roof off of sales done the “old” way! 

Connie customizes every talk to integrate your company’s culture, goals and message.  There’s no one better for creating an event that has people on the edge of their seat, engaged, entertained and eager to adopt positive, powerful change into their career and lives.

The One Minute Entrepreneur

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Presenter: Don Hutson, CSP, CPAE

  • The “Five P’s” for Solid Results (Principles, Passion, Profit, People, Priorities)
  • How Differentiation helps you be their best choice
  • The Keys for Success in Business
  • The Attributes of Entrepreneurial Leaders
  • How to Turn Success Into Significance

The One Minute Negotiator

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Presenter: Don Hutson, CSP, CPAE

  • Moving from Victim to Victor in a Life Filled with Negotiations
  • The rampant disease of “Negotiaphobia” and the 3-Step E-A-S-Y Process to Treat it
  • The Flawed Tactic of Compromise
  • The Four Viable Negotiation Strategies and when to use each one
  • Pearls of Wisdom for Experiencing More Success with Less Stress in your Life

The Art of Selling to Different People Differently

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Presenter: Don Hutson, CSP, CPAE

  • Developing your Personal Power: 4 Keys to Understanding Human Behavior
  • The “A” Factor – The key to high productivity 
  • Personality Plus: How to project an authentic image of excellence
  • How To Attract and Retain Profitable Customers The philosophy of Abundance: 4 Steps to Boundless Market Share

The High Performance Selling Edge

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Presenter: Don Hutson, CSP, CPAE

  • Learn the latest cutting edge selling skills & strategies that make clients say WOW!
  • Relationship Selling: Keys & Strategies that build immediate rapport
  • How to be Outstanding!  The 6 Keys to differentiation to BLAST by your toughest competitors
  • Re-margin your Profit Zone: Build Value-rather than cut price!
  • Do you have what it takes? Attributes of consistent high performers

Selling with Noble Purpose

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Presenter: Lisa McLeod

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We assume that salespeople are primarily motivated by money. We couldn’t be more wrong. Drawing from studies of top performing sales organizations, Lisa reveals why the salespeople who sell with Noble Purpose, those who earnestly and factually understand how they make a difference to their customers, outsell salespeople who are primarily focused on sales targets and money. 

By attending this program, you will:

  • Understand what a Noble Sales Purpose is, and how a NSP spells the difference between average-performers and top-performers
  • Identify how to use NSP to increase your win rate and get customers engaged
  • Learn techniques to reframe your sales narrative, which will invigorate your organization and garner you internal support
  • Discover why traditional sales coaching has a chilling effect on sales performance, and how to avoid the fatal mistake that sabotages 90% of sales leaders
  • Master the 10-Second Game Changer, a powerful mental technique to reset yourself for high stakes selling situations
  • Leave with concrete strategies for bringing a greater sense of purpose into your work and life

“Selling with Noble Purpose” formats: keynote speech, virtual keynote, 2 hour, half-day or full day workshop.

Drive-Thru Excellence

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Presenter: TJ Schier

Managers and/or franchisees will learn what it takes to put the ‘service’ (and sales) back into this valuable part of the business. Benchmark against the best and learn not only what the successful chains are doing in the area of technology to enhance speed and accuracy, but more importantly over 20 operational enhancements you can begin using right away. The session is customized to your company’s needs and focus so you can implement the ideas immediately to build sales and profits!

Moving Service From Extra Ordinary to Extraordinary

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Presenter: TJ Schier

Guests today want ‘serve-us’, not ‘service’. The payoff? Highly satisfied guests who become an unstoppable marketing force. You will leave with numerous strategies to drive sales and guest loyalty by: 

  • Creating Hospitality at every guest ‘sizzle’ point
  • Hidden systems to ensure consistency across the brand
  • The success formula
  • Situational Selling Skills
  • Motivating the team to deliver every shift, every guest.
  • Your guests will be leaving saying, ‘Now That’s Service!’ 

This session is ideal for any type of restaurant as well as retail, supermarket and personal service companies.

S.M.A.R.T. Guide to Effective Foodservice Operations

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Presenter: TJ Schier

Why do some restaurants thrive while others struggle to improve sales and profits and constantly battling employee turnover? Those who thrive work S.M.A.R.T.! Based on 25 key principles tried and tested over the past decade in numerous restaurant environments including T.J.’s own restaurants, this session will help any manager or franchisee improve operations, sales and profits by learning to operate S.M.A.R.T-er! The session will be highly customized to your brand to ensure attendees leave with simple, easy-to-execute tactics to help them make more money and for your brand to become more consistent!

No More Excuses – Why Do Some Succeed While Others Fail?

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Presenter: Sam Silverstein, CSP

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Success Starts with Accountability

For over 30 years, Sam Silverstein has led thriving companies, selling upwards of $100 million in products and services. He has witnessed successful people fail, and seen underdogs triumph. He has distilled his invaluable experiences and observations into a message companies need now more than ever.

Sam presents the four phases of accountability and the five critical, but often overlooked, ways to be proactively accountable. Sam shows how to increase success and significance in business and in life, and will challenge your group to take an honest look at themselves. Attendees discover what important road-blocks are keeping them from achieving their goals. Application of Sam’s principles improves leadership, increases sales and improves customer service. By simply creating a culture of accountability organizations, grow stronger.

“No More Excuses” has been hailed by planners as “the perfect message at the perfect time.” As an opening presentation, it becomes a powerful touchstone for audience members and sets the tone for personal accountability for the remainder of the event. As the conference closing message, attendees internalize the significance of accountability in the post-event “real” world.

  • Motivation / Inspiration
    Accountability is the catalyst to achieve previously unattainable goals and experience unprecedented success.

  • Sales / Customer Service
    Accountability is today’s competitive advantage to reclaim market share and win the heart of a hyper-discerning consumer.
  • Leadership / Teamwork
    Accountability encourages top-down transparency, and builds trust in a fragile and turbulent workplace

Why WAIT to be GREAT at SALES!

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Presenter: Terry Hawkins, CSP

Why WAIT to be GREAT at SALES!

Eliminate, Renovate and Elevate to a revolutionary sales level. 

Franchising is about productivity, performance and sales, on both sides of the fence, and our results say more about what we know and do than our capabilities. As the CEO of People In Progress Global, Terry Hawkins has been educating franchisees and businesses for over 23 years in the science and art of sales. She has a solid history of getting results, and through insightful and strategic sales methods she is driven to show franchisees how to create the most outstanding customer experiences possible. 

Terry is not a philosophical presenter – she is a savvy business educator, and in this powerful productivity enhancer, Terry will show franchisees how to eliminate waste, renovate their sales performance and elevate it to levels they didn’t even think possible!

Why WAIT to be GREAT? It’s either NOW or TOO LATE!

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Presenter: Terry Hawkins, CSP

Why WAIT to be GREAT? It’s either NOW or TOO LATE!

How to break through that glass ceiling of performance, when motivation, desire and passion are just not enough! 

Why is it that some franchisees can out perform everyone, while others struggle to make even last years results?  By breaking through the limiting business and personal barriers of the franchisee, Terry has been able to show how to achieve impressive increases of a minimum 30% in sales.  By using her unique and proven 4-step process for changing patterns and past behaviours, Terry is able to give the franchisee a tool kit to refer to for years to come. It’s hard to describe the impact this session will have – it changes the way people think, feel and do – forever!

Ditch the Pitch: Improvise to Sell More

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Presenter: Steve Yastrow

Nobody wants to hear a sales pitch. When you ditch the pitch, you become a better persuader by engaging your customers in conversations they care about. 

Customizable for These Audiences: franchisees and their salespeople, front-line employees, and franchisor sales teams 

Key Audience Takeaways:

  • Understand how to capture the interest of customers without relying on a pre-written sales pitch
  • Learn why persuasive conversations are more effective than sales pitches
  • Gain tools to develop the skills and confidence to improvise successful persuasive conversations
  • Practice six Ditch the Pitch Habits to improve their ability to sell naturally and persuade confidently 

Value to Your Business:

  • Improve sales conversion rates
  • Improve performance of individual salespeople
  • Increase customer loyalty
  • Build customer relationships

S.M.A.R.T. Guide to Building a Successful Franchised Business

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Presenter: TJ Schier

Learn proven business tactics from franchisee, author and speaker T.J. Schier to make your business ‘S.M.A.R.T.-er’. TJ will customize the session based off learnings from his business to reinforce key objectives you want your franchisees to hear: service, sales, employee retention, brand consistency, training, selection, measurement and attraction…just to name a few. Want a better franchise system? Teach the teams to work S.M.A.R.T.!

S.M.A.R.T. Guide to Recruiting & Selection

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Presenter: TJ Schier

Why do some business get great employees while others struggle? The hiring process has far-reaching impacts on your service, turnover and overall finances. The seminar includes key insights into the hiring process, attracting talent, effective interviewing and assessment that will help you building a winning team at the hourly and frontline level.

Sales 180°

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Presenter: The O’Shea Report

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The O’Shea Report: Sales 180

Your sales team is under constant pressure to do more with less. But it doesn’t have to get them down!

As former corporate sales professionals, Tim and Kris know exactly what it is like to have quotas, answer calls, jump through hoops for customers, and the inevitable drain of having to deal with rejection (usually cured by a thing called “happy hour”).  In this comical keynote, The O’Sheas provide a unique look at the world of sales through a humorous lens.

The O’Sheas will get your people laughing about:

  • What’s funny about difficult customers.
  • How to communicate across generational differences.
  • The ups and downs of the modern “Conference Call.”
  • Keeping up to date on the latest business books with “Change Flavor of the Month.”
  • Creating a supportive environment.

In this humorous keynote, The O’Sheas will encourage your attendees to:

  • Reframe: How looking at a situation from a different point of view can change the emotional context in a positive way.
  • Support each other: How working as a team can make for a more effective sales organization.
  • Adapt: How “making it about them” is more effective than making it about you.

Whether you want to motivate your sales force or reward them for a job well-done, this morale-boosting keynote looks at the humorous side of being in sales. As a result, your team will walk away with a positive new outlook and renewed enthusiasm.

Be All In – Getting to 100%

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Presenter: Craig Zablocki

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Franchises that are thriving are able to develop a culture of ownership, engagement, and fun. A recent Gallup Poll stated that 70% of employees in the US are disengaged at work.  Of those, 20% are “roaming the halls spreading discontent.”  Most of us are holding back from total engagement, but once we see the benefits of being “All in” and learn ways to cultivate that in our employees, the magic starts to happen and success is the result.

Think Big – Act Big

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Presenter: Craig Zablocki

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What does it mean for franchisees to Think Big? What does it mean for them to Act Big? What holds them back from a bigger perspective and bold action? In this keynote, Craig shows how to celebrate our victories, challenge our complacency, and live life in a BIG way. We’ve all heard the saying that mountains are climbed one step at a time – and the way to a BIG victory is one step at a time.  Be ready to learn (actually Un-Learn), laugh, and up your game both personally and professionally.

The Intelligence of Fun

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Presenter: Craig Zablocki

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It is a proven fact that a culture of fun increases productivity, motivation, and employee engagement. This keynote is guaranteed to leave participants laughing while teaching them how to create a culture of fun and creativity that strengthens morale and increases productivity. People do business with franchises that are fun and have great customer service, where employees really care about the customer experience. Get ready to laugh while learning about The Intelligence of Fun.

Radical Leadership: A New Era for Today’s Organizations

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Presenter: Craig Zablocki

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As a franchise, great leadership is paramount. There are most likely franchisees that are awesome leaders and some that are not.  What are the true distinctions between the two?  Experience the difference between a purposeful leader and a personality leader, and see how true leaders serve others versus pleasing them.  If your franchisees could be more powerful leaders, this program will deliver.

Embracing Change

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Presenter: Craig Zablocki

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We hear it all the time – change is inevitable.  As franchisors and franchisees the struggle is that we often spend so much time resisting change.  Through it all we complain and moan and talk about the “good old days” as if that really helps.  What if your franchisees could actually be excited about change from “the get-go” with an attitude of “bring it on!”  This program will help franchises become successful by embracing change with passion and 100% commitment.

Successful Inbound Marketing: Attracting Sales in a Digital World

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Presenter: Gina Schreck, CSP

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Nothing has changed sales as much as search, and with the rise of mobile devices, today’s consumers call the shots and set the pace in the sales process. They have already done the research and know all about you and your services before they ever make contact with you, thanks to Google search. Your job is to have enough great content on your sites to attract, inform, and establish social proof to win at the content-marketing game.

In This Session, Participants Will Learn:

  • How to start planning content that is findable
  • The content platforms that attract
  • Turning LIKES into LEADS with a great content strategy

The Go-Giver Way: Influence, Success & Profit

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Presenter: Bob Burg

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How a subtle shift in focus helps your franchisees to provide exceptional value, expand their influence and dramatically increase their income.

Based on Bob’s international bestseller, The Go-Giver, this inspiring and principle-based program teaches the Five Laws of Stratospheric Success and how they can be utilized to dramatically increase effectiveness both personally and professionally.

Go-Givers Sell More

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Presenter: Bob Burg

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This program takes the Five Laws of Stratospheric Success and applies them specifically to the selling process. Bob will help your franchisees redefine how they view the selling profession and realize the amount of money they make is directly proportional to the number of people they serve and how well they serve them.

Ultimate Influence: Lead Better, Sell More and Get the Results You Desire

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Presenter: Bob Burg

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Whether in terms of leading a team or as part of the sales process, Influence is the ability to move people to a desired action. When done correctly, everyone benefits and feels genuinely good about the results.

In this program, utilizing his Five Principles of Ultimate Influence™, Bob shares his strategies for accomplishing this in a very predictable fashion. No “quick-fix” techniques that resemble verbal Ju-Jitsu, these are simple yet highly effective methods of communication and persuasion that result in a win for all concerned.

Sales Energy: Having “The Juice” to Get & Keep More Clients

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Presenter: Andy Core, M.S.

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Sales Professionals will create a maximal, sustainable and motivated performance by using proven ideas to improve their daily system. Bottom line, this program creates more capable Sales Professionals who generate more revenue for themselves and for your company.

The benefits of this program – your franchisees will learn: 

  • How to outpace their competitors by maximizing their energy level, attitude and ability to be “on their game” daily – including skills proven by NASA that improve productivity by 47% from 3-5PM.
  • How to be in the mental and physical state that rapidly builds trust with prospects and referral Sources.
  • The Science of Peaking and how Opportunity + Energy Trumps Time Management seven days a week.
  • What a top Sales Professional’s best day looks like and a step-by-step blueprint to plan to adapt that day to their life.
  • Why they don’t do what they know they should to grow their business… and how to get on with it.
  • How to get off the “I wish I could spend more time with my family” treadmill and make personal regeneration a competitive advantage.
  • How to maximize deep sleep so that you can still be “on your game” with limited sleep time.

Your Sales Professionals will be able to:

  • Convert more contacts into appointments due to increased energy, motivation and focus.
  • Convert more appointments into clients by bringing the best version of themselves to more of those opportunities.
  • Enhance customer service because they really can “do more with less.”
  • Capitalize on more opportunities by reducing the need to miss work.

After this program your sales professionals will know how to achieve greater professional success, personal significance and do so without burning themselves out in the process.

The Seven Habits of Highly Profitable Salespeople

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Presenter: Laura Stack, CSP, CPAE

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What separates an average salesperson from a high-performing salesperson? They spend more time on activities that produce sales and less time on those that don’t. Simple concept? Yes, but difficult to implement in reality, because most traditional sales training doesn’t focus on productivity, and “old school” time management techniques have little application for the salesperson. In this session, you’ll learn “real world” methods to manage your schedule, tasks, devices, follow-ups, and email.

Behavioral Selling Skills – Developing an Unfair Advantage!

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Presenter: Lisa Bouchard

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Most sales professionals know their product and the selling process. Where they don’t have the advantage is fully understanding the people – what motivates, drives, and influences individual customers to sign on the dotted line. Sales competencies are important but how a salesperson applies them largely determines their effectiveness. The ability to understand and adapt their behavior to that of a customer is a key differentiator between an average and a great salesperson.

Utilizing 20+ years’ experience of applying DISC methodology to business and their personalized profile, this session gives participants an in-depth understanding of their personal selling style, both the strengths and limitations. Studies have validated that “people buy from people they like” and participants learn a proven and easy-to-apply behavioral identification method that helps them to instantly connect with customers, form stronger relationships, and close more sales. They will also distinguish behaviors that frustrate customers and have them buy elsewhere. 

Key skills learned are:

  • Knowing their primary style and how it might get in the way of successful selling
  • Quickly reading the customer’s buying style
  • Understanding the “style match” and likelihood of a successful interaction
  • Adapting their approach based on the customer’s key needs
  • Turning around their most challenging customer

Your sales professionals will leave this session with personal insights and skills to powerfully influence and close customers!

Customer Service – Now You’re Speaking Their Language!

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Presenter: Lisa Bouchard

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We all know that customers are the lifeblood of any organization. Did you know that 82% of customers that leave a company to go to another one do so because they are unhappy with the service they received? And studies have shown that, depending on the industry, increasing your customer retention rate by 5% can increase business profits by 25% to 125%.

The reasons for unhappy customers are as varied as the people complaining. Yet, many employees in customer service tackle all problems with the same approach. Excellent customer service starts with speaking a “language” that each customer finds engaging.

Utilizing 20+ years’ experience of applying DISC methodology to business and their personalized profile, this session gives participants an in-depth understanding of their behavioral style, both the strengths and limitations. They also learn a proven and easy-to-apply behavioral identification method that helps them instantly connect with customers, form stronger relationships, and better serve them. They will also distinguish behaviors that frustrate customers and have them buy elsewhere. Key skills learned are:

Key skills learned are:

  • Knowing their primary style and how it might get in the way of excellent customer service
  • Understanding within minutes of meeting a customer what they value and what they dislike
  • Understanding the “style match” with detailed behavioral scenarios and the likelihood of a successful interaction
  • Adapting their approach based on the customer’s key needs
  • Turning around their most challenging customer

Participants leave with the knowledge and skills to quickly and effectively adapt their approach to help create loyal, raving customers.

Exponential Growth – What Sales Leaders Must Know!

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Presenter: Alice Heiman

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“You, not your sales team, are the key to the exponential sales growth your company needs.”

Companies today want rapid, exponential sales growth. Sales leaders are looking to their teams to provide that growth. I challenge them to look at themselves first. How are they contributing? What do they need to do to develop themselves as sales leaders in order to get peak performance from their teams? The challenge is for sales leaders to develop themselves, develop their brand and develop their team quickly and efficiently. I share straightforward advice on how to do that. Sales leaders will leave my session with actions they can take immediately.

How to Increase Your Online Influence and Authority – 3 Big Ideas

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Presenter: Alice Heiman

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“You already have a personal brand. How does it translate online?”

Do you feel you could get more business opportunities if only more people knew about your expertise? In this session geared toward owners and other C-level executives, I’ll give you three big ideas for increasing your online influence and authority, allowing you to generate more inbound business on a regular basis. I’ll show you the best marketing channels and strategies to increase your visibility, top content ideas that will quickly raise your status in the industry and time-saving online marketing tools to easily grow your influence.

5 Secrets that Will Change Your Approach to LinkedIn Networking

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Presenter: Alice Heiman

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“It’s just like real life. You say hello when you see me at the coffee shop, say hello when you see me online.”

Thousands of people are on LinkedIn and not taking advantage of its power. What are you doing on LinkedIn? If you think about what you do to build and maintain your network in person, you can apply that on LinkedIn. I will share the 5 secrets and you won’t be able to wait to log in and change your approach.

Alice Heiman’s Sales Success System

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Presenter: Alice Heiman

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BREAKOUT Sessions or Combine for Full and Half Day Training

Module 1: Sales Strategy to Win it!

Plan to win by building a strong strategy.

  • Building a strategy that defines what you are selling
  • Determining who you are selling to
  • Creating a actionable plan for acquiring customers

Module 2: The Formula! How to Exceed Your Goals

Outline the right formula to attain and exceed your goals. Start each day with a road map for success by breaking your goals in to easy steps.

  • Looking at what motivates you
  • The art of achieving more with focus
  • How to use a goal attainment process to insure success

Module 3: More Time Please! Time Management Practices for Sales

Learn the tools and practices that will utilize your time more efficiently. Manage your time effectively by:

  • Determining what to delegate, eliminate, and automate
  • Learning to prioritize and plan based on your unique strategy
  • Effectively maximizing your time for sales by utilizing your calendar in a way you never have before

Module 4: Building a Winning Sales Funnel

Don’t let important deals slip through the cracks. Keep track of leads, qualified prospects, and what’s about to close. Learn to maintain winning sales funnel by:

  • Determine your sales process
  • Clearly define your sales opportunities to shorten your sales cycle
  • Develop actions that move sales opportunities through the funnel

Module 5: Build a Lead Generation Machine

Build a lead generating machine that will run efficiently! Learn the best way to generate leads for your company.

  • Learn the art of prospecting and finding your ideal customer
  • Start using only the most successful lead generation methods
  • Build on your success through referrals

Module 6: Connecting Your Way to New Business

Unlock the most valuable asset you have as a business person today, your NETWORK. Learn how to build and nurture your network so that it is leverageable by:

  • Redefining what networking is. Hint: It’s not SELLING!
  • Developing an effective networking strategy
  • Learning how to build and maintain relationships that lead to sales

 

Simple Strategies for Building a Powerful Franchise Brand

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Presenter: Gerry O’Brion

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Great franchise brands are built on the front lines with every customer interaction.  The lowest paid employees can have the biggest impact on your brand – and on your sales!  They should be your best marketing tool.  Are they?

Gerry’s presentation, “On the Front Lines” will give your franchisees the knowledge and tools to grow their franchise business while building a powerful brand.  They’ll learn the formula used by the most successful franchise concepts to increase guest frequency and retention.  They’ll gain insights about hiring and motivating millennial employees – turning them into your best brand-builders.

Inspire your franchisees to be the best they can be.  Get them excited about their critical role in building a powerhouse brand.  Whether you need increased compliance, improved execution, more engaged local marketing, or better customer service, this presentation will motivate your franchisees to take their game to the next level.

This keynote is perfect for franchisors and franchisees looking to maximize their sales growth and build a powerful brand.

Accelerating Accessibility: Strategies for Engaging the Connected Consumer

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Presenter: Seth Mattison

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We’re witnessing the greatest fundamental shift the world has ever seen in the way we organize, collaborate, connect, and contribute. Whether it’s empowered clients connecting with your brand in new ways or engaged employees amplifying their voices, the walls that have divided us are crumbling down.  Leading this evolution is a new generation disrupting every industry and market segment they occupy. Digitally charged and hyper-connected, they are rewriting the rules of engagement. In response to this dynamic shift, a new ethos and view of the world will be required by brands today – one more human, authentic, and accessible to all.  

Leading this evolution is a new generation disrupting every industry and market segment they occupy. Digitally charged and hyper-connected, they are rewriting the rules of engagement. In response to this dynamic shift, a new ethos and view of the world will be required by brands today – one more human, authentic, and accessible to all.  In this session, Seth will bring to life this new-networked view of the world. He’ll offer new insights, best practice recommendations, and actionable tools to foster long-term loyalty and brand preference amongst the next generation of consumers.

In this session, Seth will bring to life this new-networked view of the world. He’ll offer new insights, best practice recommendations, and actionable tools to foster long-term loyalty and brand preference amongst the next generation of consumers.

Distinctive Sales: How to Stand Out in a Hyper-Competitive Marketplace

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Presenter: Scott McKain

While every program is custom-designed specifically for your franchise, Scott engages his audience on the following topic and provides the following takeaways for your attendees:

Our research shows that not only are most organizations selling customers and prospects exactly like their competitors, they’re also not emphasizing the differences that will make them the superior choice. In this program, Scott shows the steps required to sell uniquely in a hyper-competitive marketplace.

Key takeaways:

  • Sell the differences that make you a preferred choice
  • Four ways to sell uniquely from your competition
  • How to transcend transaction and develop loyal relationships for more sales
  • The six key disconnections between sales professionals and their customers

Standing Out and Moving Up in Times of Change

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Presenter: Scott McKain

While every program is custom-designed specifically for your franchise, Scott engages his audience on the following topic and provides the following takeaways for your attendees:

Change is certainly not a novel phenomenon, but in many ways the pace of change we are currently experiencing is new. How franchises — and individual professionals — deal with the issues of a rapidly changing and highly competitive environment are critical to both future success and current productivity. Scott McKain’s programs will outline how franchises – and the professionals who work for them – should deal with change. And, he offers compelling insights on how to sell, serve, manage and lead…even when the future is uncertain.

Key takeaways:

  • The specific steps you must take to create distinction
  • The Four Cornerstones of Distinction required to stand out and move up in times of change
  • The importance of personal responsibility in creating compelling experiences in today’s culture

Crafting the Customer Experience for People Not Like You

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Presenter: Kelly McDonald

How To Delight & Engage the Customers Your Competitors Don’t Understand

This session will show how franchise owners, brands and products struggling to differentiate themselves in a sea of sameness can foster long-term loyalty and brand preference with exceptional and customized customer service. 

 KEY POINTS: 

  • Learn the latest techniques that innovative companies are using today to train their staff to deliver exceptional customer service.
  • Best practices among leading companies and brands will be reviewed.
  • Learn how to listen for what a customer wants, not just what he/she may ask for.
  • Learn key insights into delivering terrific customer service to the Hispanic customer. Specific strategies and tactics will be discussed as well as Do’s and Don’ts. 
  • Specific strategies and tactics will be discussed as well as Do’s and Don’ts. 

 

How to Market & Sell to People Who Are Not Like You

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Presenter: Kelly McDonald

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Diversity marketing is the new norm, and this doesn’t simply mean racial diversity. Diversity comes in many forms: gender, race, age, lifestage, language preference, sexuality, and hobbies or special interests are all ways in which people’s differences are recognized. By recognizing these differences and tailoring your product, message or marketing efforts to reflect consumers’ uniqueness, you are validating the importance of a consumer group. 

 KEY POINTS:

  • Learn about the hottest new market segments and how they’re shaping culture.
  • Learn the key emotional drivers for important target segments and how your business can leverage those in marketing messages.
  • Learn which group represents the largest opportunity for your business right now and which group will be your greatest opportunity tomorrow.
  • Specific strategies and tactics will be discussed for identifying your high-potential prospects and reaching them effectively. 

 

What Your Customers Really Want… And How to Give It to Them

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Presenter: Daniel Levine

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Why do some people choose to buy from you… while others choose to go elsewhere? Understanding social trends is a critical part of your sales process and if you want to thrive – and not just survive – you need to be able to pinpoint exactly why your customers do what they do. In this thrilling presentation, global trends expert Daniel Levine will take you on a deep dive to reveal what your customers are actually thinking and feeling. You will discover the real values and attitudes behind why they buy, understand trends that are quickly changing the consumer landscape, and learn from organizations, brands, and products that are embracing trends and change with spectacular results. In the space of an hour, Daniel will arm you with powerful tools your business can use to ride these same trends, attract more customers, and increase sales – in ways your competitors simply can’t. New trends and fresh rules are creating new winners and losers every day. Which will you be?

Sincere Selling: Stop Transacting, Start Connecting

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Presenter: Colette Carlson

In order to make a sale and earn a customer, you must first make a connection.  Wider and deeper relationships lead to increased sales, repeat customers, and powerful referrals. 

As a former national sales trainer who cut her teeth in straight commission sales, Colette will show you how to up your personal connection quotient to maximize relationships, revenue, and results. Engage, persuade, and influence others, while still promoting you and your services honestly, assertively, and authentically by learning how to: 

  • Recognize that connection begins within 
  • Focus on opening the dialogue, rather than closing the sale 
  • Create a Sincere Selling Mindset 
  • Align your thoughts, words, and actions to build trust and confidence 
  • Become an ASK Master to capitalize on your connections

Stop Selling and Start Connecting

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Presenter: Simon T. Bailey, MA, CSP, CPAE

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The Gallup Organization states that 70 percent of human decision-making is emotional and 30 percent is rational. When buyers emotionally connect with a brand, they buy more, pay a higher margin, and tell others about their experience. It is imperative for sales professionals to stop selling and start connecting. When they sell, that’s a transaction. However, when they connect, a relationship is created for the life of the brand. 

This shift in selling has tremendous upside potential as organizations experience disruptive market forces, a change in client needs, and unseen economic headwinds. Sales professionals who intend to grow market share by acquiring new customers and increasing margins from existing customers must examine their sales edge. 

Upon completion of this session, your sales team will be inspired to: 

  • Shift from selling to live to living to sell by creating a personal brand that attracts new opportunities and establishes credibility in the marketplace;  
  • Shift from telling customers about features and benefits to asking high-grade questions that unearth other potential opportunities; and  
  • Shift from just selling a service to fulfilling the customer’s wants and needs including how to set up internal team members for success by providing a seamless and consistent customer experience. 

From Sales Person to Trusted Advisor

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Presenter: Daren Martin, PhD

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How do you go from a transactional sales person to being a “the sky’s the limit” trusted advisor? Sales people are only as good as their last transaction whereas trusted advisors are partners with their customers in an ongoing relationship.  

Takeaways:  

  • Problem Solvers vs. Product Pushers 
  • Establishing Traction vs. Making the Transaction 
  • From Rap to Rapport 
  • How to Make a Horse Thirst 

Case Study: HVAC/Plumbing Franchise

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Presenter: AniMates

Situation:  

This HVAC/Plumbing franchise system wanted to get all their independent dealers/business owners together to have business-critical sales training. They needed to convey a lot of information over three days, but present it in a way that overcame objections to changing individualized processes for one system of selling.  

Solution:  

We created an AniMated character to emcee and interact during the training who was one of the audience—an independent dealer. He knew all the inside information, how it was for the people in the audience, and why they were resistant to change. He was able to ask the tough questions on their minds and help the trainers make the case for the new training.  

Result:  

The audience had full participation throughout the event, and increased buy-in. They could see how the training would benefit them, and at the same time felt like their objections were known, heard, and acknowledged. 

The Promise Keynote

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Presenter: Jason Hewlett

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Hall of Fame keynote speaker, Jason Hewlett, is all about the Engagement Experience. He delivers a powerfully motivating and inspiring message in a very entertaining way.

  • Why set a goal when you can make a promise? 
  • What promises are you keeping to your clients, your team, your family, yourself? 
  • What promises are you breaking?

Jason Hewlett shows audiences a new perspective on goal setting and the engagement experience. He will demonstrate how to keep The Promise using “I laughed til I cried” humor plus world class music and impersonations. This talk will touch your attendees’ minds and hearts, while providing: 

  • Leadership Promise Skills 
  • Sales Promise Delivery 
  • Work-Life Balance Skills 
  • Customer Service Promise Keeping

The Promise Keynote Takeaways 

Audience (your customers): 

  • Utilizing your signature move with your customers 
  • Aligning your signature move with the mission statement of your organization 
  • TJ the shuttle driver – how to create those types of experiences for your customers 

Family (your team): 

  • Trusting in the abilities and signature moves of your team 
  • Have you given another person on your team the opportunity to excel? 
  • How to take what you’ve learned as a family member at work and do the same at home with those who mean the most to you 

The One (you): 

  • Identifying daily, monthly, yearly goals as a leader at your organization 
  • What is your over-arching promise to your organization as one of their team members?

Zombies, Babies & Bacon: What Your Customers Want… That You’re Not Giving Them

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Presenter: Brian Carter

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For a mixed audience of Sales, Marketing, Customer Service, Executives… 

  • Data is changing how we market, sell and serve customers. We can identify our most passionate customer segments and what most excites each. Using this info boosts engagement, sales and loyalty. 
  • PayPal customers love The Walking Dead, so they created a video about PayPal and Zombies. It’s now their most watched, liked and shared video ever. 
  • DirectBuy found its customers were most likely to buy when shown ugly red and brown furniture, not clean white modern furniture. 
  • Carl’s Jr.’s online ads featuring bacon tripled their results, due to how much their customers love bacon. 
  • Based on his forthcoming book, Brian shares more stories and teaches a proven process for maximizing marketing, sales and customer service results. 

Driving Sales

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Presenter: Stuart Donaldson

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Don’t just wait for the phone to ring; set your sights on growth.  Do the things that drive sales and foster a culture of proactive selling. Have a clear value proposition and brand strategy and brand strategy and establish a culture of proactive selling. The number of customers you have, how frequently they buy, and the average transaction value, all drive sales.  

Participants will explore strategies for driving sales, understand how and what to communicate to sales teams, identify margin improvement options and create sales metrics specific to their business. 

Selling at Mach 2 

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Presenter: Anthony “AB” Bourke

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In addition to rising to the top of the aviation community, AB built a business career on sales excellence. After achieving accolades as “Top Producer in the Western US” for a prominent lending institution, AB led a team of 40 professionals to grow revenue at a California based start-up company from $500,000 to $65M in just three years. A quintessential sales professional, AB will teach your people that just like fighter pilots, “great sales people are made… not born.” He draws comprehensive parallels between what makes great fighter pilots and what makes great sales people. For organizations looking to develop a sales team of “Top Guns,” this dynamic, interactive speech is a must!

It’s All About The Customer: Creating A Service Culture That Keeps Customers Coming Back

Headshot of Scott Greenberg, motivational franchise keynote speaker
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Presenter: Scott Greenberg

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Lots of companies compete for the same customers, but most fall short when serving them. They focus on financial transactions rather than on human connections. They repeat the same robotic phrases. They operate without any humanity, missing an opportunity to make an impression. For most businesses, the problem isn’t service that’s bad. It’s service that’s forgettable.

The best businesses provide much more than products and services. They build relationships with customers and offer them an experience with emotional resonance. It’s an encounter they’ll feel, want more of and tell others about. This is how great brands build a following. And it starts with their culture.

If you want to grow your business, grow a customer community. This program will show you how.

Learning Outcomes:

  • Develop a customer-focused business that brings patrons back
  • Learn tools for creating meaningful connections with customers
  • Identify and appeal to the values of your customer base
  • Learn how to get buy-in from employees to provide the highest level of service
  • Improve word-of-mouth and online reviews

BOOM! Explosive Insights into Generational Marketing and Trending Technologies for Franchisees

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Presenter: Ford Saeks, CSP

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(Focus: Marketing, Customer Diversity, Trends, Generational Influence)  

Each generational group, from millennials to baby boomers, has their own specific characteristics, behaviors, and buying patterns. This has created new opportunities for franchisees to gain a competitive edge. In the race for relevancy, the one-size-fits-all marketing and communication strategy just isn’t very effective.  Avoid the generational landmines that can destroy your business. Discover how you improve your marketing to multi-generational marketplaces, in addition to how you manage multi-generational workforces.  Gain insights into what motivates millennials, Gen X, Gen Y, and Boomers, and how new technologies improve the process. You’ll leave this presentation armed with the tactics to engage the diverse demographics of today’s consumer.

Business Growth Innovation: Helping Franchisees Attract Customers and Make More Money!

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Presenter: Ford Saeks, CSP

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(Focus: Marketing, Sales, Customer Loyalty, Personal Accountability for Success)

Getting more customers, increasing the average transaction, and encouraging repeat sales are the goals of every business. Buyer behaviors are changing. The way your prospects make decisions on who to do business with is influenced by instant access to customer reviews, social proof and word-of-mouth referrals.  Ford will reveal the five keys to improve customer engagement that help you keep your sales pipeline full and shorten your sales cycles. You’ll discover how to increase foot traffic into local stores, attract qualified prospects to your website, and create a “buying culture” that works with any budget or business model. Franchisees will leave with fresh insights and action-steps that you can implement immediately to build trust & credibility that leads to increased revenues now and into the future.

Social Influence for Franchisees: How to Connect, Engage and Convert on a Local Level!

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Presenter: Ford Saeks, CSP

(Focus: Customer Retention, Building Trust and Credibility, Reputation Management, Social Media for Local Businesses)

Discover easy ways to leverage social media for your business in less than an hour per week.  This presentation isn’t about technology, it’s about communication and how you can stay relevant while encouraging first-time and repeat sales.  This program provides a blueprint for franchisees to increase visibility, connect with customers, and gain a competitive edge. You’ll get simple strategies that you can use on a local level to build relationships, attract top talent, uncover new opportunities, enhance customer service, and increase customer retention.  Find out how to build trust & credibility with social media websites that are best for your local business. You’ll love this fast-paced and interactive presentation where Ford demystifies these new mediums as they relate to franchisees in the new economy.