• This complimentary seminar is designed to provide the participants with the foundational knowledge they need in order to deal effectively with the paradigm shifts that they face in today’s business climate.

• Participants will learn why truly understanding what the customer wants is more important than at any other time in history.

• Discover the significance of the sales professional’s ability to adequately explain the difference between the price of an item, product or service vs. its value through your organization's customer value proposition.

• We will explore the future of off shore merchandise that is currently flooding our market and other competitive threats and how this may impact your future sales and marketing strategies.

• The presentation will cover what commoditization is, why it is happening and what we can do to protect ourselves against its threat.

• Important ideas for maintaining value and staying profitable will be highlighted and a the significance of competitive comparisons will be drawn to identify your competitive advantages.

• We will discuss the key professional selling and business skills required to maintain your edge and provide direction towards a professional development plan.

• Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.

• Those individuals or companies being threatened by low priced and/or substandard quality, off-shore merchandise who need to develop a competitive strategy in order to protect their financial existence.

• Companies that use agents or manufacturer's representatives and have a need to drill a message of personal accountability into the front line sales groups.

• People looking to gain new knowledge that will provide them with a competitive advantage in their industry.

• Those who are losing ground or face the prospect of slumping sales and want to be proactive or at very least stop the bleeding.

• Anyone who sells in marketplaces that victimize their ability to maintain acceptable profit margins and want to learn how to regain grown and sell at a premium.

• Sales people who have grown accustomed to picking up easy business over the years when the U.S. dollar rate made Canadian merchandise more attractive and they now find themselves lacking the necessary skills to sell in a much more competitive marketplace.

Sell the result not just the product.  Set goals, execute and, know your competition.  This is obviously a broad topic but the course was long enough to set our appetite and learn some valuable information.  Today was a great review of the subject “Selling at a Premium”.  I was able to envision how to apply to our industry – Custom Factory Automation.  Marshall is always engaging and knowledgeable, his enthusiasm is contagious!

Bill Koegler, Sales & Applications Manager, TCA Technologies Inc.

When I apply what I learned today, I will have a competitive edge with my customer.  Today was an excellent introduction along with an overall understanding of what sales is.

Troy Dunn, Process Group Inc.

Today gave the knowledge I needed to prevent me and my business from becoming a commodity.  What a good overview.

Stephane MacMaster, UP Professional Services, Labtronics Inc.

A good, general refresher.  It helped me to be more professional. The course is informative with updated and valid information for today’s marketplace.  Marshall is a good presenter, easy to listen to and very clear.

Richard Ostasz, Sales Representative, Brown Packaging

Price vs value. A lot of competition out there and we need to sell on value.  Be a “Pit Bull”.  A great starting point for the beginning of my personal development journey.  Marshall is enthusiastic and inspiring.

Lee Elliott, Sales & Marketing Manager, Acorn Kitchens

Very good overview/presentation.  It confirmed that I and my company are working on the right things.  Marshall is congenial, professional, a good presenter and very knowledgeable on this topic.

Bob Evans, Sales & Marketing Manager, Pegasus Glass

Never give up, pursue leads relentlessly.  Don’t think about, just go after it.  It was great to be reminded of developing habits that move you towards your goal.

Allison Black, Technical Account Manager, Maxxam

Most of my career has been spent in mechanical design and a short time has been in technical sales.  This course was a great kick-start and a confidence builder.  I enjoyed Marshall’s speaking and he kept things moving.

Jeff Bell, Sales & Applications, TCA Technologies

Interesting insight on how changes are happening in the marketplace.  I learned a lot about where the future is going and how it is going to affect my business.  Marshall is very professional and kept the topics interesting.

Dan Pilon, Account Manager, Ahearn & Soper Inc.

Today was a good overview of the sales course.  I learned about profit margin and maintaining profits and how commoditization affects me.  Marshall is very energetic, keeps the attention of the group.  Very informative afternoon.

Charlie Salomon, Technical Sales Representative, Service Filtration

Marshall is a good presenter with a common sense approach to teaching.  I truly enjoyed all of it.  I can’t believe how fast 90 minutes evaporated.  Great presentation full of ideas to become a better sales person.

Vik Shah, Account Manager, Ahearn & Soper Inc.

A refreshing seminar of selling skills that you may have or are lacking.  What a great way to update premium selling within such a short period of time.  I learned it’s not about the price but the value the customer demands.  Marshall is very confident and delivers with great knowledge.  I really enjoy it!  Thanks.

Roberto Martelo, Territory Manager, Jaylor Fabricating

Excellent discussion for any and all levels of Sale Professionals.  I learned a lot by re-evaluating where my market is.  Marshall was excellent, motivating and energizing.

Jim Grant, HWF Specialist, Transit Petroleum

Good seminar and well worth my time.  Marshall is a great teacher, well presented, clear, concise and doesn’t talk in circles.

Chad Martin, Account Executive, Brodart Canada Ltd.

Selling at a Premium!  What an energizing seminar.  As a service professional I know how important it is to add value to my product and today I learned just that.  Marshall has great knowledge of sales.  Great pointers today and a lot of food for thought.

Maureen Rich, Interior Decorator, Rich Interiors

A good overview of the general business environment, it’s challenges and where we can improve ourselves to address this.

Frank Flynn, General Manager, Transit Lubricants

It reinforced three important strategies that one can easily forget in the day to day grind.  I learned two things; don’t accept the objection that your price is too high and always sell value-added.  Very good afternoon.

Jack Fonseca, Product Manager, Trylon Manufacturing Co. Ltd.

Informative session full of insightful fresh thoughts.  Marshall has a great uplifting attitude, he speaks very clearly with wonderful emphasis.

Greg Smuk, Outside Sales, In-House Solutions

Very informative, as usual!  I learned the difference between price and value and how to sell the customer on our services.  Great materials to work with too!

Tia Walpole, Inside Sales & Solutions, Execulink Telecom

Well done Marshall.  I’m looking forward to taking the full seminar.

Chris Loveday, National Account Executive, Brodart Canada Ltd.

Extremely informative.  A great re-fresher course.  A new way to teach “Find a need and fill it”.  Thanks Marshall!

Trevor J. Fenlon, Territory Manager, Transit Petroleum

Well organized.  Thank you for the email updates and the invite to today’s session.  Today was a great reminder about my responsibilities to see myself and my services.  I know Marshall’s voice well, I listen to his CD’s.  Thank you for your tips and all your resources.

Deborah Berry, Entrepreneur, Holistic Kinetics Consulting