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Saturday, February 28, 2009

Sales Training: Save the Date March 18th


Your Business Blogger(R) and Charmaine are spending a few days at the Ritz-Carlton in Laguna Niguel for a series of meetings.

This Ritz sold us on service in the first two minutes.


The car valet attendant took our car and offered assistance with our bags.  Walking thru the front entrance, the staff welcomed us.

By name.

We are escorted to the check-in counter (of magnificent stone) and Charmaine addresses the lovely clerk (young, but mature and a happily married mother we soon learn),

Charmaine asks, “How did the door man know our names?”

She looks up.  “He’s got special powers,” she replied matter of factly. 

Funny. Smart. Ladies and Gentlemen Serving Ladies and Gentlemen.

The Ritz knows how to sell.  The lifetime value of each regular guest of the hotel is over $300,000.

Commitment, attention to detail, immediate follow-up:  Selling.


Save the Date:

Sales Training
Persuasion in Business, Government, Non-Profits and War.

Question: What lost Vietnam? 

Answer: A failed sales presentation.

Well-run organizations have decision makers and influencers who are sales professionals at every level. People who persuade.

They sell to customers, superiors and peers.  They are ‘salesmen’ who work to control events - both inside and outside the organization.  Salesmen in business development who are account managers.

Who: Professionals and life-long students in management or in business development - sales, fund-raising, leadership.


What: The seminar will equip the attendee with background on how to manage and how to sell both tangibles and intangibles—To sell ideas, and products, and services.

When: Wednesday, March 18, 2009, 11:00pm to 12:15pm

Where:  Northern Virginia Community College,
Alexandria Campus, campus map
The new Bisdorf Auditorium, room 196
3001 North Beauregard Street, Alexandria, VA 22311 street map

Why:  Increase sales, Increase funding,
Sell an idea, Save the world.

Cost: No Charge. Register here at .(JavaScript must be enabled to view this email address). Space is limited.

Jack Yoest with sales trophies, circa 1995.

The sales training on March 18th will present an overview of the three dominant, popular sales philosophies and their application to selling ideas and products in for-profits, not-for-profits, government, military, media and academia.
Jack Yoest, Adjunct Professor of Business at NOVA and President of Management Training of DC, is a former Armored Cavalry Officer in Combat Arms.  For over 30 years he has managed software, health care and international human resource management companies.  He conducts sales and marketing and management training for professionals in industries from law to government.
He has sold car mufflers and intravenous catheters.  He’s peddled tactics for night vision devices, partnerships with software developers, budgeting in public policy and media marketing for CEO’s.
Jack also served in the Governor’s Office of the Commonwealth Virginia as Assistant Secretary for Health and Human Resources where he acted as the Chief Technology Officer for the secretariat. He was responsible for the successful Year 2000 (Y2K) conversion for the 16,000-employee unit.
He was also a sales account manager with a medical device start-up and helped move sales from zero to over $12 million, opening over 300 accounts, resulting in a buy-out by Johnson & Johnson.
Jack has consulted across industries and in China and India.  His first job out of high school was selling vacuum cleaners door-to-door in 1971.
Questions? www.Yoest.com, .(JavaScript must be enabled to view this email address).edu or call Jack at 202.215.2434.

Suggested class reading:

Selling your skills, Do You Have An Incompetent Manager? From The Washington Post.

Management_Time__Who_s_Got_the_Monkey___HBR_OnPoint_Enhanced_Edition_.pdf  Harvard Business Review.  How not to sell in the office.

One Minute YouTube Introduction:  Office Politics: Someone is always selling, Someone is always buying.

Come to this class.  You just might be the one to prevent another Vietnam.

Jack Yoest
Adjunct Professor

Posted by Jack & Charmaine Yoest on 02/28 at 06:45 AM
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