Seminar: "PLPA: Selling to Survive"
From the 2011 ICCFA Annual Convention
At the heart of their missions, pet loss providers and veterinarians want to make sure that their families are getting the best care in life and in death. However, creating an opportunity for pet loss providers to tell their story to veterinarians can be a frustrating process. Through Gary O'Sullivan's unique approach to Service Selling, you'll discover how to professionally, ethically and caringly explain the options and value your company brings to the marketplace. He will share his considerable experience in sales to guide you through the process:
- setting the appointment
- distinguishing your company and its service offerings
- moving the discussion from price to “value”
Furthermore, he’s share his expertise on how to engage families directly and lead them through the decisions they must make as they arrange for the care of their beloved pets.
Gary O'Sullivan is president of Gary O'Sullivan Company, Winter Garden, Florida. He is a nationally recognized speaker and trainer. From entering sales at the age of 18 and selling door-to-door for family-owned businesses to serving as senior vice president for a publicly traded company, Gary has experienced most every aspect of the business environment. He is author of PrinciplePower for Sales Success and has created several CD, DVD and Web-based training programs on preneed sales.