MISSISSAUGA, Ontario — “Counter Sales Skills: Becoming an ‘A’ Player Counter Professional” is an in-class workshop that will teach participants how to create relationships with customers and set the stage for the development of “A” player habits. It will be held Dec. 6, 2011, 8:30 a.m. - 4:30 p.m., at Stage West All Suites Hotel in Mississauga, Ontario.

The Canadian Institute of Plumbing & Heating (CIPH) is a sponsor of the workshop, so the cost of registration for CIPH members is $299 per person plus applicable tax (non-members: $349 per person plus applicable tax).

The workshop is recommended for counter sales staff, service technicians, inside sales staff, delivery people, receptionists, and any other front line service staff. Participants will learn how to demonstrate comprehension of customers’ problems and provide solutions.

The workshop leader is Rick Johnson. Starting out on the ground floor, Johnson spent the first 10 years of his career employed by the largest steel distributor in the world. Then, challenging himself to take what he had learned and forge a venture of his own, he built a $25 million wholesale distribution business in less than 10 years (before earning a college education). Deciding to succeed on the industrial front lines and in the classroom, Johnson went after his bachelor’s degree at 40, his MBA at 50, and his Ph.D. in Business Strategy at 58.

Topics covered include:

• The Counter Conundrum

• Defining Your Role

• Customer Expectations

• Price vs. Cost

• Relationship Equity

• Profile of the “A” Player Counter Professional

• The Value Proposition

* Up Selling

* Suggestive Selling

• Merchandising

• Dealing With Angry or Demanding Customers

• Communication Skills

Publication date: 10/17/2011