Ethical Selling Institute - Executive Briefing

Do your business development results need to improve now?

If you are in search of integrity-based practical strategies and methods that will have an immediate impact on your business development objectives, consider attending our Executive Briefing exclusively for CEOs, Company Presidents, Managing Partners and V.P. Sales and Marketing

Differentiate or Attenuate:
How to Pull Ahead of the Competition
In Challenging Economic Times Using the EthicalFactor^SM

Developer/Presenter: Fred Firestone, Principal, Ethical Selling Institute

Your investment of two hours will yield practical ideas that will immediately impact your top line.

(Differentiate or Attenuate Testimonial Letter from Vistage International - March, 2009 Seminar)

"As demand for offerings (products and services) increases, numbers will grow top-line as long as a business continues to get its share of the market. If, however, it is facing shrinking demand, as so many businesses are in these challenging economic times, in order to survive/maintain/grow, it needs to take market share from its competition." F. Firestone

Now scheduling sessions in Clayton, MO for winter of 2010
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CONTENTS

1. Who Should Attend
2. Executive Briefing Overview
3. Join Us and Learn
4. Background on the Ethical Selling Institute and Developer/Presenter Fred Firestone
5. Sampling of Testimonials

6. Relevant Articles
7. How to Participate
8. Questions

1. Who Should Attend

Executives (CEO, CMO, VP Business Development, Managing Partner) from business, the professional services or non-profit/education/government who have responsibility for driving the key business development objectives: (1) retain existing customers/clients and create "promoters" (from whom come 80-90 percent of referrals), (2) secure more opportunities from existing customers/clients, or (3) obtain new customers/clients and who are concerned because their numbers aren't where they need to be.

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2. Executive Briefing Overview

In a two-hour hands-on/interactive session, Fred Firestone, principal of the Ethical Selling Institute, will share methods and case studies on how to pull ahead of the competition by building and then delivering more of the EthicalFactor^SM (defined as trust, credibility and partnership) in six key areas:

Employee/Customer Interactions (Customer Service)
Internal Customer "Ownership"
Employee/Employee Interactions
Business Development/Selling (Ethical Selling System)
Marketing Strategies and Methods
External Customer "Ownership"

3. Join Us and Learn

How to de-commoditize any product or service and why urgency is crucial in today's economy
The only two things your customers/clients are really buying
The single greatest untapped opportunity to differentiate your products/service
How to create and leverage "promoters," from whom come 80%-90% of referrals
Case studies where the EthicalFactor^SM has served to differentiate and significantly impact business development objectives in customer service, selling and marketing
Value of "in-person impression power" and "transferred trust"
Strategies to ensure both employees and customers are stakeholders and why it's a vital component in the quest to pull ahead
Case studies where we've immediately impacted clients' top line (A-B, AT&T)
How to apply the model to professional service firms
The ESI strategy that helped the Central Institute for the Deaf increase its enrollment by 57% (See letter below)
The costs to your business of doing nothing

4. Background

Fred Firestone is founder and president of the Ethical Selling* Institute, a subsidiary of Sempact, Inc. Since 1988 he has provided training and speaking services to businesses and organizations on how to pull ahead of their competition by building more of the EthicalFactor^SM - (defined as trust, credibility and partnership) into their crucial customer interactions. The objective: provide a Superior Customer Experience which will yield greater market share and/or higher prices/fees. His clients include Anheuser-Busch, 3M, AT&T, Enterprise Rent-A-Car and the US Postal Service. He also is a Vistage International Expert Resource Speaker.

*Our definition of selling is not the conventional one. We take a broad look; it encompasses any moment of truth that influences perceptions of service image. Thus, all people who have contact with customers/clients/guests/patients would be involved in "selling."

5. Sampling of Testimonials

Business
Vistage International (groups of CEOs) (2009 letter) (Differentiate or Attenuate Program)
Enterprise Rent-A-Car (2009 letter)
Royal Banks
Argosy Casino
Center for Business, Industry and Labor
Lighting Service
Mailing and Fulfillment Service Association
3M
AT&T
Hospitality Sales and Marketing Association
Missouri Eagle (Anheuser-Busch distributor)

Professional Services
Stone Carlie (2009 letter)
Blackwell, Sanders, Peper, Martin
Contech Construction Products
Touche Ross
American Society of IRS Problem Solvers
Association of Information Technology Professionals
Stone Carlie

Non-Profit/Education/Government
Business Persons Between Jobs (2009 letter)
Central Institute for the Deaf (2009 letter)
Clayton, MO School District
Marketing and Cooperative Education Association
Logan College of Chiropractic
US Postal Service

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6. Relevant articles

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7. How to Participate

Attend a two-hour hands-on session in Clayton
Now scheduling dates for winter of 2010
Call (314)863-4000
Seating limited to 15

Sessions to be held at 7710 Carondelet in Clayton, Missouri, first floor conference room

8. Questions

Call us @ 314-863-4000 or e-mail us