2016 ICCFA Wide World Of Sales Conference Program Announced

November 3, 2015
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STERLING, VA (November 2, 2015)  – The International Cemetery, Cremation and Funeral Association has announced the program schedule and lineup for the 2016 Wide World of Sales Conference that will be held January 13-15, 2016, at the Monte Carlo Hotel & Casino in Las Vegas, Nevada.

This year’s conference theme—to go along with 2016 being an Olympic year—is the “2016 Sales Olympics: One Profession United By Sales.” The educational portion of the program aims to provide all attendees a firm foundation of sales basics knowledge and build upon that with proven, advanced sales techniques from seasoned professionals both in and outside of our profession.

On Thursday morning, keynote speaker “Antarctic Mike” Pierce will share lessons he’s learned “Selling at -90°.” Polar marathoner and career salesman Mike Pierce will discuss how his experiences as an endurance athlete relate and can have a direct impact on improving your sales performance. In his stories lie principles that relate to how successful businesses deal with common challenges we face every day: increasing sales; building a loyal customer base; finding/keeping great employees; dealing with unexpected change; overcoming obstacles that are beyond your control; and resolving conflict. He’ll teach attendees how to:

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  • Develop an effective plan of the right sales activity at the right place
  • Increase mental strength and develop sound habits of discipline
  • Differentiate yourself from competitors and stand out
  • Spend more time with customers and the right prospects
  • Sell more effectively and more

On Friday morning, keynote speaker Weldon Long will share his winning program “The Power of Sales Consistency.” For the better part of his first 30 years, Weldon Long’s life was marred with time in prison, poverty and addiction. In 2003, he walked out of prison broke and homeless. By 2009, he built an Inc. 5,000 company with more than $20 million in revenue. How did he do it? The solution is “Prosperity Mindset Training,” or as he puts it:

  • Get the MIND right.
  • Get the SALES right.
  • Get the IMPLEMENTATION right.

There will be several other general sessions, including:

  • “Dealing with the Four F.E.A.R. Motivations,” Dale Amundsen, Ceremony Masters: Learn how to relate to anyone by identifying their primary F.E.A.R. motivation, whether they approach the situation as a Fatalist, Exasperator, Appraiser or Relater.
  • “ ‘Selling Beyond Your Comfort Zone’ Marketing: Supporting and Selling to Different Groups Within Your Market,” Andy Lopez, Service Corporation International: Andy Lopez will cover the basics of networking within the already-existing complex demographic groups that are right outside your walls. He’ll share proven strategies that will create relationship opportunities within community organizations and different demographic groups that live, work and make up your city or town.
  • “What’s Your Strong Suit?: A Fun Way to Learn Effective Communication to Close that Sale!,” Chuck Ghallager, American Funeral Financial: Effective communication applies to all phases of the sales process—so this session applies to both cemetery and funeral sales professionals at the counselor and manager level.
  • “Put Me in Coach!,” Jeff Chancellor, CFSP, HS Eckels & Company: Take a look at your last 25 pre-need contracts. How many are for limited or no service? Look at your last 25 first calls. How many are servicing contracts previously sold by other people? As the volume of presold services increases, the gap grows between sales and service providers. This creates great opportunity. Is your team synergizing?
  • “Climb the Mountain,” Andrés Aguilar, Los Parques: Olympic athletes have an undisputed passion for the sport they practice, and they are constantly improving their technique. Our work environment is no different—when people are engaged, motivated and have a passion for what they do, amazing things start happening from within our company. In this session, we will compare and understand how an engaging culture can make a great difference in our work environment and success.

There will also be separate breakout tracks for Sales Counselors and Sales Managers on the afternoon of Thursday, January 14. Seminars include:

 

Sales Counselor Breakouts

  • “21st Century Selling: Understanding the Right Sales Approach for Today’s Buying Behavior,” Ed Albertson, Carew Sales Training International
  • “Working Leads with Technology,” Mike Regina, Funeral Decisions
  • “Flowchart for Family Service,” Christine Toson Hentges, CCE, The Tribute Companies
  • “Getting That Referral,” Linda Jankowski, CCE

SALES Management Breakouts

  • “Killer Ways to Dominate Social Media,” Ryan Thogmartin, DISRUPT Media
  • “Turning Clicks Into Customers,” Eric Spellmann, Spellmann & Associates
  • “First Who, Then What: Identifying/Developing Top Performers,” Mel Payne, Carriage Services
  • “Cemetery Sales & Marketing,” Greg Kamp, Holy Sepulchre Cemetery and Ascension Garden

There is also an optional tour on the afternoon of Wednesday, January 13, of the headquarters of Zappos, the online retailer who challenges the definition of corporate culture. Tickets are $30 and limited to the first 40 people who sign up.

Complete program, scholarship, hotel and registration information is available at www.wideworldofsales.com. Registration fee discounts are available for multiple attendees from the same company, dropping as low as $425. This, coupled with a hotel room rate is just $64 per night, makes Wide World of Sales one of the most affordable conferences in the profession. Registration includes:

  • Training for all aspects of sales in our profession: preneed and at-need, as a sales counselor or manager, product & service sales, public relations and marketing
  • Take-home binder full of practical, ready-to-use ideas that you’ll reference for years to come
  • Unparalleled networking opportunities with the industry’s top salespeople
  • Fireside Chat with sales legends Gary O’Sullivan, CCFE, and David Wharmby, CCE
  • Chances to win numerous prizes throughout the conference
  • Welcome Reception, Thursday lunch, and coffee, breakfasts and breaks on both Thursday & Friday

Founded in 1887, the International Cemetery, Cremation and Funeral Association is the only international trade association representing all segments of the cemetery, cremation, funeral and memorialization profession. Its membership is composed of more than 9,100 rooftop locations and 19,000 professionals in the cemetery, funeral home and crematory industries, as well as supplier and related businesses worldwide.

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