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Retail Management and Sales Education Seminar©
Now forming 2007 Seminars!
Please contact us to let us know if you are interested in upcoming seminars.
Please click here for more information about new Seminar updates!
What can you expect to gain from John F. Lawhon's 3-Day SRI™ Management & Sales Education Seminar?
All of the business knowledge and know-how that you never find time for, but you know should be a part of your company if it is to be as successful as you know it can be. A couple of examples would be ...- A prepared employee and/or salesperson's handbook -- think about it: Once everyone in your company knows the rules, policies and procedures, then discipline (which Mr. Lawhon points out is "to educate") becomes a simple, clear cut item on your busy agenda -- not the time-consuming dragon so true in many companies. A proven way to get everyone working together in your company with the same goals, enthusiasm, and results, quicker than you believed possible.
- A clear-cut and simple formula for understanding cash flow -- one of the most frightening aspects of business today.
Seminar and Workshop ScheduleThe SRI™ Seminar & Workshop is presented three to four times a year in Tulsa, Oklahoma (in addition to exclusive company on-site seminars.) Each seminar is updated to address current business concerns, but the Seminar Update (below) will give you an idea of the powerful subjects it covers in-depth. Note: Although Mr. Lawhon is extremely motivational in his presentations, this is not a seminar where one leaves all puffed up only to find later that it was all air with nothing concrete with which to reach your goals. It is packed with simple, get-back-to-the-basics information that you can put to work in your company immediately.
Seminar OverviewIf you prefer, print the Seminar Update to read at your leisure, which gives detailed information on the seminar subjects listed below. Or you may download this page in pdf format.
SRI™ Management seminars are constantly expanded and updated. It focuses on establishing productive routines – for a multitude of little, seemingly insignificant things that when done routinely by the salespeople and employees will each be adding value upon value to what you sell without adding one penny to your costs. In fact, most are actually reducing costs. You will see that each one of these routine activities is actually increasing the perceived quality of what is being sold in the mind of the prospective customer, the salesperson, and company employees causing salespeople to become proud of what they sell and proud of the company they sell it for.
In his book, Business @ the Speed of Thought, Bill Gates says if the retailer is to survive, "he must be able to add value to what he sells without increasing costs or reducing quality." He goes on to say that when he gets e-mail regarding getting a big account, his first thought is "no one ever sends me e-mail telling me of the accounts we didn't get, because that is the bad news. I sometimes think that my most important job as CEO is looking for the bad news." This is the founder of the world's biggest corporation, so what is the worst of all bad news to him? The prospective customer who didn't buy. Bill Gates then says: "You must require your people to gather every bit of information gained with every interaction with every prospective customer and then you must act on that information. If you don't, your people will not think it was important to you and they will stop bringing it."
Those attending this seminar will leave with the only proven way for your salespeople to add value to your products and services with the introduction of one feature to make it easier and more effective.
"Wise men have always advised those with problems in business to get back to the basics. The obvious need was dictated by the Law of Cause and Effect, and made apparent by an old adage: The person who knows how will always have a job. But, the person who knows how and why will always be the boss. For over ten years, I have updated, added to, and revised the Selling Retail™ Management Workbook© for every seminar held. This past year I have focused on those things the retailer can and must do that adds value to what they sell and the services they perform without raising costs.
"Many of these seemingly insignificant things, when done routinely as a policy of the company, actually reduces costs and any one of them will return the cost of time and money spent attending the seminar thousands of times when applied in an operation that sells products to the end-user of a product."
John F. Lawhon
In addition to these added features, the seminar includes updated sessions on the following subjects throughout the three days.
Here are some of the topics that will be covered in depth -- and with a unique approach that works!
DAY ONE- CASH FLOW
- DELIVERY SERVICES
- WAREHOUSING
- NEW STORE LOCATIONS
- WHAT TO DO WHEN COMPETITION IS COMING
- BUYING TO A PLAN
- GROUP PRICING
- PRICE GUARANTEE
- THE SRI™ LOWEST-PRICE-GUARANTEE
- ADD-ON SELLING
- SELLING ON CREDIT
- AD PLAN FOR SALESPEOPLE
- BEDDING (FOR RETAILERS) SELLING PLAN
DAY TWO- RULES, POLICIES & PROCEDURES GUIDELINES
- RULES, POLICIES & PROCEDURES FOR SALESPEOPLE
- SALES MEETINGS
- GETTING READY TO SELL & STAYING READY DURING ALL BUSINESS HOURS
- STAFFING YOUR SHOWROOM
- COMMISSIONED SALESPEOPLE VS. ALL OTHER METHODS OF COMPENSATION
DAY THREE- RECRUITING, HIRING & TRAINING SALESPEOPLE
- SALESPEOPLE OR SALES TRAINEES: WHERE TO LOOK & WHAT TO LOOK FOR
- INTERVIEWING & HIRING SALESPEOPLE
- THE PLAN THAT WORKS: SELLING RETAIL™ INTERNATIONAL'S RETAIL MANAGEMENT & SALES EDUCATION SYSTEM©
New! John F. Lawhon teaches that all plans require that you start where you are -- even with some salespeople's hard-core selling habits that result in a sales less than 15% of the time. Without the salespeople even realizing it, they will be perfecting (one skill at a time in sequence) the skills of the highest-paid salespeople in our industry. This improvement can actually be guaranteed when the disciplines of the SRI™ System are used to educate and motivate. It is now possible due to the salesperson's handbook!
Note: Hiring mistakes escalate during recessions. Those laid off -- and especially those whose companies went out of business are sometimes, at best, only average; and those counterproductive selling skills/habits tend to go with them wherever they go. The recruiting, hiring and training sessions have been reviewed to be sure all those attending leave prepared to hire, train, and work highly productive salespeople in good times and bad.
Have Questions?Should you have questions regarding the seminar, or wish to request a Seminar Registration Form, call us toll-free at 1-800-444-6141. Or, email us with your questions. Mr. Lawhon or an SRI™ associate will get back with you quickly.
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Transforming Ideas to Action
"John F. Lawhon is a master of compelling illustrations that transform powerful ideas into easy-to-follow instructions. Follow him he's been there and he knows the way!"
Vice President, Tandy Corporation
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