ISA sign Expo 2023 sales education
- Make It Happen Sales Bootcamp – On the Frontline (Half Day)
- Sales Strategies to Win – Building Value with Any Market
- Rethinking Sales Management
Want to sell more signs? From sales techniques to new markets, the below resources will help guide you through.
Click on the name of each option below to read a description, see the cost, and register. Reach out to education@signs.org with any questions.
ISA online learning courses
Want a shortcut for selling signage to a vertical market (ad agencies, banks, colleges, hospitals, event planners, etc.)? Gain an understanding of their business needs, how to solve their problems, and learn how to earn orders at profitable levels while developing loyal customers.
- Speaker: Bill Farquharson; Aspire For
- Price: $35 member; $100 non-members
- Estimated time to complete course: 1 hour
While technology marches on, the fundamentals never change. For new sales reps and those of us with decades of experience, the answer to the question, “Why aren’t I selling more?” comes down to four key issues. Learn the four pillars of sales success in a way that makes sense regardless of your sales experience level. Gain an understanding where you need to start or what you need to do in order to fix what’s broken in your sales approach.
- Speaker: Bill Farquharson, Aspire For
- Price: $35 for ISA members; $100 for non-members
- Estimated time to complete course: 1 hour
A sales person on staff can add as much as 60% to your company’s volume. But the number one topic of conversation when it comes to that subject is, “Where do I find them?” The problem isn’t that they aren’t looking for work. The problem is that we, as business owners, are looking for the wrong kind of person, using old recruiting methods, and ending up in a horror story of Ground Hog’s Day – if you can find them, they don’t work out and you have to start all over again just to end up with the same results. Attracting someone to represent your business in the sales position takes an understanding of their role in the selling process. This session will teach how to change your approach so that instead of begging for someone to apply, they’ll be begging you for a chance to be your sales rep and will also provide a plan for business owners to follow that will keep the rep growing and succeeding for years.
- Speaker: Bill Farquharson, Epicomm
- Price: $35 for ISA members; $100 for non-members
- Estimated time to complete course: 1 hour
With things as tough as they are in the sign industry, it’s probably time to rethink every element of sales performance and sales management. This seminar will help you to understand that any sales problems you have are really management problems and they’re usually problems that can be solved!
- Speaker: David Fellman, David Fellman & Associates
- Price: $35 for ISA members; $100 for non-members
- Estimated time to complete course: 1 hour
Today, customers embrace frugality with a vengeance and are limiting their buying decisions to the bare essentials or the very best deals. Selling in this New Economy will take a special kind of sales strategy that melds innovation, sincerity and responsiveness in order to beat the competition. Vince DiCecco shares from a rich list of ready-to-use, easy-to-master tactics and techniques for you and your overall sales effort. Join Vince in a thought-provoking discussion about the impact of networking, pre-call planning, relationship building through POWER listening and probing, Intrapreneurship fundamentals, to name just a few. This spirited, idea-filled seminar is a must for all business owners and sales managers and professionals.
- Speaker: Vince DiCecco, Your Personal Business Trainer
- Price: $35 for ISA members; $100 for non-members
- Estimated time to complete course: 1 hour
Ask any print sales rep, “Why aren’t you selling more?”, and you are sure to hear three issues mentioned. Regardless of experience level, these three sales challenges confront us all. Mastering time management, learning to overcome objections, and beating voicemail can be the difference between being a sales rep and a sales superstar. In this session learn how to overcome these three biggest sales challenges salespeople and owners face and leave with new ideas and solutions to help you combat these ongoing issues.
- Speaker: William Farquharson, Idealliance
- Price: $35 member; $100 non-members
- Estimated time to complete course: 1 hour
ISA WEbinar recordings
With things as tough as they are in the sign industry, it’s probably time to rethink every element of sales performance and sales management. This seminar will help you to understand that any sales problems you have are really management problems and they’re usually problems that can be solved!
- Speaker: David Fellman, David Fellman & Associates
- Price: $35 for ISA members; $100 for non-members
- Estimated time to complete course: 1 hour
Networking is a large part of your business growth strategy. When you have to take a pause from how you normally do business with your customers, what do you do? Learn how to maintain important connections right from your office chair. Attendees will: (1) learn how to develop a virtual networking strategy; (2) understand the importance of staying in touch with clients and contacts; (3) identify how to use social media in a way that will get you noticed; (4) have the ability to use different tools, such as video conferencing; and (5) learn the questions to ask for effective virtual networking.
- Speaker: Matt Ward, Breakthrough Champion
- Price: $0.00 for ISA members; $15.00 for non-members
While the government and media decide if we are in a recession, let’s talk about how to sell in what is most certainly an uncertain environment. This webinar gives you a better understanding of the current business climate and gives you a path to navigate. You will learn: How to deal with a fearful customer; The best sales and marketing approach to use; Tips and best case practices from those who found success in the last recession.
- Speaker: Bill Farquharson
- Price: $0 member; $15 non-members
A sales person on staff can add as much as 60% to your company’s volume. But the number one topic of conversation when it comes to that subject is, “Where do I find them?” The problem isn’t that they aren’t looking for work. The problem is that we, as business owners, are looking for the wrong kind of person, using old recruiting methods, and ending up in a horror story of Ground Hog’s Day – if you can find them, they don’t work out and you have to start all over again just to end up with the same results. Attracting someone to represent your business in the sales position takes an understanding of their role in the selling process. This session will teach how to change your approach so that instead of begging for someone to apply, they’ll be begging you for a chance to be your sales rep and will also provide a plan for business owners to follow that will keep the rep growing and succeeding for years.
- Speaker: Bill Farquharson, Epicomm
- Price: $35 for ISA members; $100 for non-members
- Estimated time to complete course: 1 hour
Lucky you. You get to work from home! And if it weren’t for the dog barking, kids being kids, procrastination, and constant interruptions, you’d love it! In theory, being home-based is a great idea and can offer some wonderful lifestyle-enhancing options. But in reality, what it takes to succeed requires skills you don’t have because, well, you’ve never needed them before. This webinar features tips, tricks, and lessons from someone who has sold from home since 1982. Bill Farquharson has sold millions of dollars in signage, labels, print, forms, and promotional products, wrote three books, and managed it all from his basement, spare bedroom, on the road, and even while riding his motorcycle cross country all the while raising a family. Given the current state of business, you need to know what he knows about remote work. You will learn: • How to set yourself up for sales success; • The simple rules of achieving work/life balance; • How to tap into technology’s benefits to create a professional atmosphere; • The one factor that makes a work-from-home plan work; • How to manage orders, your boss, and your customers all while wearing pajamas and slippers (not that you would…but you could!)
- Speaker: Bill Farquharson, Aspire For
- Price: $0.00 for ISA members; $15.00 for non-members
Seems like there are apps for everything. Increase productivity. Reduce road time. Get organized. Apps simplify, assess, and shorten. They save, connect, correct, and align. For sales people trying to squeeze the clock for every drop of efficiency, apps are essential. In this session, Bill Farquharson will run you through the most valuable, most essential, and (often) free apps for sales people in areas like Productivity, Communication, Task/Project Management, and Lead-Gen.
- Speaker: Bill Farquharson, Aspire For
- Price: $0.00 for ISA members; $15.00 non-members
10 TIPS FOR WINNING AT SIGN SALES - FREE INFOGRAPHIC
