Seminar Description:
One of the most frustrating parts of sales for business owners and sales people is the disappointment of getting a “think it over” or a “we can’t afford it” after they have spent a lot of time, energy and money on a proposal. We believe if you are going to get a “no”, it is best to get it as early in the sales call as possible, before going through the expense of preparing a proposal or divulging your product information or pricing.
 
In this program, designed for experienced business owners with a sales team or their sales managers, we will discuss common sales problems associated with poor qualifying techniques and how to fix them.
 
Participants will learn a practical, no nonsense approach to eliminate free consulting and shorten selling cycles while drastically reducing wasted time and resources spent on unsuccessful sales pitches.
 
Facilitator Description:
Russ Mallard is an accomplished business person and entrepreneur with over 30 years experience. Since 1997, he has been President of Mallard & Associates Ltd., the New Brunswick franchisee for Sandler Training, a sales and management training and consulting company. Russ also operates ALIGN People Resources Ltd. a human resources company. Russ began his career in sales and management in the food industry and has lived in 7 provinces over his career, returning home to the Maritimes in 1992.

In 2000, he founded his own food service distribution company M&S Food Service, fulfilling a lifelong dream to own his own business. In 2003 Russ and his partner sold their business to one of North American's largest food service distribution companies. Russ continued on as President and CEO until November 2006.

Russ has worked as a sales and management trainer and business consultant with many well known companies throughout the region. He is a regular contributor to the New Brunswick Business Journal with his column “Success in Sales”.

Russ is a Business Administration graduate of Ryerson University, and a Certified Sales Professional, and a member of several Chambers of Commerce throughout the region as well as a member of the Human Resource Association of New Brunswick.
www.mallardandassociates.sandler.com