On behalf of the EACA, I would like to thank you for your outstanding presentation at our 9th Annual Conference.
This year's conference was designed to enable our members to grow their business and customer service skills as together we seek to raise thelevel of service excellence on the showfloor. And, we appreciate your contribution to that effort.
I have received many positive comments from the members in attendance, and they were encouraged to learn new ideas and techniques for strategically selling in a much more demanding marketplace.
Our hope is to continue this dialogue and to continue to find ways toassist our members in combating the commoditization of their services. To that end, we are planning a presentation at our Joint Winter Meeting with the EDPA in Marcos Island, FL. We will be inviting several procurement representatives of top exhibiting companies to participate in a panel discussion of their needs, wants and preferences.
I was wondering if you would be interested in moderating that discussion
Exhibitor Appointed Contractor Association
“Nailed it on the head. There is no differentiation in our industry. Liked your approach. It was refreshing. Your sales strategy is right on for today’s business environment.”
3 Dimensional Inc.
Flower Mound, TX
“I thought your approach to qualifying serious buyers and how to better manage our time was very good. Our guys are in too much of a maintenance role and I need them to be more proactive. We need help on redefining our value proposition so we can better answer the question, why should I buy from you? I thought your process could be effective in this area.“
VP of Sales
“ Very, very good. Lots of different ideas. One of the best presentations we’ve seen. We’ve been trying to get our people to sell this way. Thanks. “
VP of Sales
“Everything you talked about we run into on a daily basis and have problems with. It really makes you think about things differently. We have to do a much better job of protecting our time and resources as you mentioned in your meeting.”
“I was writing notes as fast as I could. Very innovative and creative strategy. Totally different from all the other sales training I’ve seen before.”
“Great presentation. We’d like to have you at our next meeting with our distributors.”
“Matched to the “T” the issues and problems our company is experiencing. Very informative.”
“Overall impression was that this presentation represents a sound and concise review of practical approaches to a different process. Veterans and newbies benefited. “
New Haven, CT
Des Moines, IA
Director of Business Development
“Your strategies were right on. We give out quotes and information way too early on. Thanks!”
Chief of Sales and Marketing Officer
“Homerun! You challenged our traditional process and let our people decide in their own minds what they need to do. This was exactly what I was after.”
VP of Sales
“Counter intuitive approach. I really liked the non-sales approach. It’s nice to find out how not to look and sound like a typical sales person and how to differentiate yourself. “
Can Am Sales, Inc
“We got a lot of good things from your presentation. I found it very refreshing. I feel now that I don’t have to give out so much information as I did in the past. I also don’t have to be “Johnny on the spot” with my solution. Thanks. Great Job!!”
Sullivan and James
“I came to his conference with hesitation. I’ve seen a lot of the same old stuff in the past. I’m a hard sale when it comes to something new and innovative. I came away with new ideas and an interest to rehash our sales process.”
“Found your message very interesting. Would like to bring you in for our next sales meeting to do some sales training.”
Hill and Griffith Co
“I liked your presentation so much I attended it again. Your presentation is like going to a play, it was very interactive. My breakthrough was when I learned the language of how to present some of my tough questions in a way that would be non-threatening for the customer. I have differentiated myself from the competition by the quality of my questions.”
James S. Love
“We could use someone to come to our company and talk about the same strategies that you mentioned that reinforce management position. We have a lot of the same issues as everyone on not qualifying and being too eager to give out information”
Exhibit Enterprises, Inc
“You really challenged us. No hype and no ra ra. I usually come away from these presentations thinking if he is such a good sales man why did he become a speaker. I didn’t feel that way with your presentation.”
National Account Manager
“Your title, Selling has Nothing to do with Selling, is very appropriate for our sales situation. We need to sell more strategically and our people are having challenges. We are reshaping the way we pitch and I found your message very relevant.”
“We are in a market that is quickly becoming a commodity and your message could really help us differentiate ourselves. Your detailing of the prospect’s system of how they lie to sale people is right on in our market. We need to utilize your selling system so we don’t give out all our information. Very good presentation”
“Very good presentation. Some of our people are uncomfortable with certain elements of sales and your idea to have conversations resonated with me. I liked the non selling posture of “I’m not sure if we can help you or if what we have would be right for you”. This will help us not waste valuable time with bad job orders.”
Contact 1, Inc
“We’d like to consider having you as a speaker when our agents come in during September. Tom Kuli saw your presentation and he was very impressed and he is very hard to impress. So that says a lot about your presentation.”
“I consider myself to be a counter culture sales person, not a traditional sales person. Your message was very refreshing to hear since I do everything possible not to be seen as a sales person. You made some valid points on how sales people have to change in the marketplace.”
Eagle Management Group
“I’ve been using some of your relationship tactics in my meetings and it works very well. I’m the CEO so I don’t actively push products so it is very useful to say at meetings, “I’m not sure if we have a fit here, but at the end of our meeting today, we can determine what if any are the next steps”. Great Presentation.”
EL Seguando, CA
“It was nice to hear a non traditional sales approach at a sales talk. I hate being viewed as a used car sales man so your presentation hit home with me.”
Sha Bang Exhibits
“Really enjoyed the presentation and got a lot of value out of it. I liked the concept of managing the expectations of your clients instead of trying to control them. The willingness to walk away is a great strategy our people need to use more of to save our time.”
Ann Erogan of Tampa Bay, Inc
"Your presentation really brought a simplicity to the sales process and a much better way to qualify opportunities. I saw value in how our account executives should sell as CEO's. A lot rang true with your presentation. I also saw you in Chicago with EDPA and really appreciated all the role-playing."
"Your presentation was right on!"
"I thought your presentation was very good. We are a small company, growing and successful but we could use your help to be more effective with bringing in new accounts and upselling existing customers. We'd like to have you come in and train our people on your sales model."
Acer Exhibits & Events
"We are in a declining market and need to sell more lines to fewer customers. Therefore, we need to guard our time jealously as you mentioned.We also have to focus our attention on the accounts that will give us the biggest bang for our buck. So your message on qualifying was very pertinent."
Don S. Weaver Jr.
Weaver Materiel Service, Inc.
"This was the second time I saw you address the EDPA. I liked the direct approach to qualifying accounts. It cuts away all the B.S. We have a huge amount of leads from the internet and we have our sales guys weed through them to eliminate the price shoppers. I'm a big believer in your concept of it is OK for the prospect to say "no". You relate well to our industry."
Professional Exhibits & Graphics
"I used one of your techniques right after the conference with a prospect who was all interested, but wasn't buying. I got clarification and I was able to answer their concerns. Your techniques are common to what I used to do when I was actively selling in the past. It was good to get some reinforcement."
Mark La Rochelle
"The mantra of getting to "no" is an idea we need to use. We call on sophisticated buyers who really know what they are doing and we need to develop a disciplined selling approach like yours to offset it. Unless we have an internal advocate we get stuck. Thanks for you innovative ideas."
Deckel & Moneypenny Exhibits