The Systems to Enhance Professional Selling (STEPS II) seminar focuses exclusively on distributor sales personnel selling directly to the customer.  This workshop is practical, fast paced and hard hitting as each sales professional will take a hard look at how customer-focused they really are AND how they look and sound in face-to-face selling.  

STEPS II will take salespeople from Good to Great as they learn:

•    Their impact on their company’s six critical PROFIT variables.
•    That the first most important word in selling is "Brand-You" plus seven ways to capitalize on this key fact.
•    Why the answer to the question “Why do people buy?” (no--not just for profit) is the second most important word in selling.
•    That price almost disappears when you uncover where the value is hidden in the sales equation.
•    How retailers use Category Management to increase turns and maximize profits.
•    How top producers master the art of both questioning and listening.
•    How prospecting for new business demands a unique approach which establishes the base for all future negotiations.
•    How to gain retailer commitment in three minutes or less using the ultimate 3 Minute Sales Conversation.
•    Negotiating basics: the facts, factors, rules and eight tactics for increasing top line sales.
•    That all development is self development with six ways to ensure personal success.

STEPS II is only open to AWMA wholesaler members. The next session is November 8-11, 2009 at Hershey’s Global Customer Innovation Center, Hershey, PA.  There are only three openings left, so please register now by going to AWMA’s Web site at www.awmanet.org and click on the Education/Research button and then STEPS.  Or contact Kathy Trost at (703) 208-1648 or email kathyt@awmanet.org .  

Our thanks to The Hershey Company which fully funds the STEPS program.  This means that distributors only pay for transportation to and from the class site — the costs for hotel, meals and class materials are covered by Hershey.  The STEPS II class will be taught by popular industry expert Doug MacKay of The Glen Douglas Group.