David Rich: 2019 Convention Speaker
David is an author, syndicated columnist, radio personality,
marketing consultant, and award winning speaker. His first book,
How to Stay Motivated on a Daily Basis has sold over 25,000
copies, his second book, How to Click with Everyone Every Time
has been printed in six different languages, his 2006 book, 7
Biblical Truths You Won’t Hear in Church has become an
international best seller, and his latest book, Contagious Selling
hit book-shelves in 2013.
Learn more about David at his website here.
Return to MBA 2019 Convention information page here.
Session: How to Turn a Contact into a Connection into a Customer!
Friday, June 7th, 1:45 p.m. – 3:15 p.m.
A lot of the basics to selling may be the same as it was 5, 10, or even 100 years ago, but everything around selling is worlds away. The marketplace is more competitive, and customers are more skeptical, savvy, and skilled than ever before. You can’t begin to sell someone if they won’t even give you a minute to do so. It isn’t enough just to make a lot of sales calls. In fact, for the salesperson who isn’t good at connecting, it can even be bad. Mere training isn’t the answer, but real-world education is. Success is directly related to first, our ability to make someone want to listen to us, then second, our ability to connect, and finally, being able to convert that connection into a sale. People do business with people they believe, like, and trust, in that order. In this highly inspirational and informative session, based on David’s book called “Contagious Selling,” David will equip us with the tool we need to conquer the 3 hardest elements of selling: Getting the Appointment, Making a Connection, & Dealing with Price/Rate Objections. In addition, you will learn:
- Why connecting with others is harder than even 5 years ago
- Why the 6 steps to selling is more important than ever
- How to make the first contact count & get the appointment
- Why contagious > salesmanship
- How to answer price/rate objections effectively