CLOSING THEBIG DEAL4 PART WEBINAR SERIES WITH ED WALLACE & JOSE PALOMINONovember 30 | December 8 | December 14 | December 20, 2017 at 2:00 P.M. EST

SELLING AT THE NEXT LEVEL: WHAT IT TAKES TO MAKE, TAKE AND CLOSE THE BIG SALEThe program will take the sales professional from “hello” to building the network of relationships needed, planning a powerful negotiation strategy—all leading to a successful close. This Webinar series is perfect for the sales professional wanting to build long lasting customer relationships that drive consistent and bigger business.

WHO SHOULD ATTEND• Sales Managers and Sales Professionals

• Customer Service Managers and CSR’s

WEBINAR 1: ADVANCING KEY RELATIONSHIPSTHURSDAY, NOVEMBER 30 | 2:00 P.M. ESTThis webinar introduces The Relational Ladder®, a repeatable process for you to transform contacts into high performing relationships as a foundation for getting to a close. Ed Wallace will help you connect the achievement of your goals to this 5-step Relational Ladder process.

Participants will learn:• How to identify, measure and advance important business

relationships connected to real goals

• Improved relationship skills—listening, proactive problem solving, building trust, and ensuring that a real personal connection is made with existing and new contacts

• Supports a focus to become the top 1 or 2 provider for the account

• Where they stand on the ladder based on their contacts’ behaviors

• How to locate the Relational GPS of every contact leading to deeper business relationships

• At least one concept from this webinar that can be used immediately

INSTRUCTORSEd Wallace, President and Chief Relationship OfficerEd Wallace is President and Chief Relationship Officer of The Relational Capital Group. He consults with and speaks for corporations and associations across

the globe with a client list that is a Who’s Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent #1 Bestseller The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.

Jose Palomino, CEO, Value Prop InteractiveJose is the author of the very well received book, Value Prop, as well as an Adjunct Professor of Marketing at Villanova University. Jose has a

strong track record of success working with business owners, mid-market CEOs, and Fortune 1000 marketing teams who want to take ideas, products, and services to market with greater consistency, speed, and impact. With over 25 years’ leadership experience, Jose is a proved strategist, dealmaker, and presenter. Jose combines tactical creativity, strategic orientation, marketing savvy and technical acumen to deliver insights, leadership, and results.

“Ed Wallace’s program offered had a good structure and fit. It gave me the ability to apply to the pipeline quickly and I will be able to teach this model to others.”—Dean Converse, Sales Manager, Alpha Packaging

WEBINAR 2: GREAT FIRST MEETINGSFRIDAY, DECEMBER 8 | 2:00 P.M. ESTEvery journey begins with a first step. This webinar helps participants understand how to effectively launch every business relationship. The ability to prepare and conduct business conversations with your clients and prospects is critical to your on-going business relationship. We call these conversations “targeted” because they require the ability to prepare and understand the goals and struggles that a client may be experiencing and then to conduct your interactions in a way that continues to advance your credibility with the account.

Participants will learn:• How important your credibility is when launching a new

business relationship

• Learn about “targeted conversations” and why this approach will distinguish you with clients

• Plan for a targeted conversation by developing “credibility” advancing questions for the interaction

• Apply a proven, 3-step process called ROC® that makes targeted conversations easy to conduct

• Practice by developing a draft targeted conversation for your next client/prospect

WEBINAR 3: MAPPING A NEGOTIATION SESSION FOR BIG DEALSTHURSDAY, DECEMBER 14 | 2:00 P.M. ESTHaving deepened your key relationships for the big deal—where you have established trust and gained critical information—the next step is to advance the deal itself.

This webinar introduces The Negotiation Quadrant™, a repeatable process for you to “game plan” in advance of a significant negotiation meeting—specifically for larger, long term opportunities. Value Prop Interactive’s CEO, Jose Palomino will help you plan for your significant follow up meetings in a practical, simple and powerful process.

Participants will learn:• How to identify the real “asks” to make

• How to prepare in advance for likely buyer requests

• How to develop a “trading value” strategy to advance relationships and success

• How to plan for likely objections

• Why this approach can be used for every significant, large opportunity

WEBINAR 4: CLOSING THE SALE BEFORE THE LAST MEETINGWEDNESDAY, DECEMBER 20 | 2:00 P.M. ESTWith strong relationships and with a carefully executed negotiation and objection handling plan, it remains for the sales professional to actually close the big deal.

This webinar helps participants understand how to effectively prepare and make sure that buyer concerns are fully addressed before the last “closing meeting.” Mastering this process of “closing before the close” will ensure that sales efforts aren’t wasted on a deal that’s just not ready to close yet. Further, this process will help sellers advance an opportunity and connect with buyers’ concerns in a way that enhances rapport and builds trust. Most every large purchase requires the buyer to be confident about five specific things about the offer:

• Does this company (yours) align with us?

• Does this purchase make financial sense (not just cost)?

• Does this purchase meet our needs?

• Is this the best we can do in this category?

• Is this a “safe” purchase to make?

Participants will learn:• Ways to assess the real likelihood of closing a specific deal

• How to overcome misalignment before the “big meeting”

• Apply a five-step checklist on any opportunity to avoid being “blindsided” at the last minute of a significant deal

REGISTER TODAY! For more information and meeting registration please contact: Chelsea May • cmay@aiccbox.org

AICC • 113 S. West Street • Alexandria, VA 22314Phone (703) 836-2422 • Toll Free (877) 836-2422

Fax (703) 836-2795 • www.aiccbox.org

HOTEL INFORMATIONSheraton Gateway Los Angeles

6101 W. Century Blvd. | Los Angeles, CA 90045$150/night (Single/Double)

To Make Reservations: Call (310) 642-1111Group Code: AICC

REGISTRATION | THE ART OF SELLING WEBINAR SERIESFill out the form below for each attendee. (If more forms are needed please copy registration form.)

Name _________________________________________________________________________________________________________________________________________________________________________________________

Title ___________________________________________________________________________________________________________________________________________________________________________________________

Company ______________________________________________________________________________________________________________________________________________________________________________________

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AICC, The Independent Packaging Association, is uniting and celebrating the success of inspired, independent packaging companies. We are a growing membership association which has served independents since 1974.

AICC Serves:Passionate Professionals; The independent and united; The responsive and agile.

AICC Will:Connect and cultivate; Deliver success.

Cancellation PolicyAll course cancellations must be made in writing and sent to AICC, P.O. Box 25708, Alexandria, VA 22313, or faxed to (703) 836-2795. Registrants who cancel more than three weeks prior to the program date are entitled to a full refund of the registration fee; three weeks or less, but more than one week, a cancellation penalty of 50% of the registration fee will be assessed; less than one week and no shows, no refund. AICC does NOT offer refunds for those who cancel within three weeks of the program date and wish to reschedule their participation to another program or to the same program on a later date. However, substitutions are allowed and strongly encouraged and can be made from the same company for the same course date. If AICC cancels any program, a full refund will be provided. AICC may cancel programs if attendance does not meet required levels. Be sure to phone AICC to confirm a course is being held before making non-refundable airline tickets. Travel fares and hotel deposits cannot be reimbursed. xxxxxxxx

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REGISTRATION FEES

Single Webinar (please indicate below) $325

Webinar Series—4 Webinars, before Oct. 26 $750

Webinar Series—4 Webinars, after Oct. 26 $1000

█ Advancing Key RelationshipsThursday, November 30 | 2:00 P.M. EST

█ Great First MeetingsFriday, December 8 | 2:00 P.M. EST

█ Mapping a Negotiation Session for Big DealsThursday, December 14 | 2:00 P.M. EST

█ Closing the Sale Before the Last MeetingWednesday, December 20 | 2:00 P.M. EST

Register before October 26 at the Early Bird rate & receive one webinar for free.

█ Yes! I wish to attend all four webinars in the Art of Selling series.