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Click here to return to this month's Article Index The Cutting Edge™ WIC 2005 in ReviewConcurrent Workshops Give Delegates Tools for Focusing on the Customer and StrengtheningConcurrent Workshops Give Delegates Tools for Focusing on the Customer and Strengthening On Saturday morning, delegates attended concurrent workshops on a variety of pressing topics. The speakers were experts in their respective fields and gave great insight to the delegates. The Future of the Economy: Where is Your Business Going? The business environment in the US and abroad is changing more rapidly and more profoundly than ever before. No business can operate successfully without an understanding of these changes and without adapting to them. Dr. Chimerine discussed the origin of these new business realities and others that are likely to develop in the years ahead as well as the implications for key management priorities and strategies. In addition, Dr. Chimerine discussed the near term outlook for the economy and policy changes. Negotiating
Strategies: Demystifying Price Objections Jack focused on the
two skills that define 85% of every person's success in life: RELATIONSHIPS
and COMMUNICATIONS SKILLS. To that
end, Jack
has delivered Negotiating
Strategies: THINK Value, Not Price It's hard to promote a growing and financially sound business, if the ONLY criterion is price. This workshop launched participants far beyond price objections with their current and future customers. Rather, the emphasis will be on "Value", or more specifically, the Unique Value Proposition (UVP) that you deliver, helping you to discover what makes your FIRST, BEST or DIFFERENT. Once you've differentiated yourself from all the competitors, you need to discover the Dominant Buying Motive (DBM) of your customer. Then you will learn to match the former to the latter: The results: A Sale or even more valuable, a Relationship! A
Complaint us a Gift This workshop provided specific skills and taught why people behave the way they do when they give a complaint. Key ideas participants learned included: words to say and avoid; the reasons why individuals don't complain; how to accept a "gift", even if it comes in different packages, and how to prevent complaints from happening. If you receive feedback from people within and outside your company, you will appreciate the tools presentation will provide. Trade Shows as a Business Tool I. The Psychology
of Trade Show Selling II. Secrets
of the Aisle - How Attendees Can Get More Implementing
a Successful Lean Manufacturing Pella Corporation has reduced manufacturing costs by 3% annually while tripling its production over the past ten years; due in large part to its implementation of a very successful lean manufacturing strategy. Attendees heard an industry leader discuss how they simplified their complex manufacturing processes and what the challenges and benefits have been along the way. They heard first-hand what manufacturers are looking for when designing machines, cells and systems to support their lean operations.Photo
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