The artistry of strong openings and the power of non-salesy closing
NOTE: Due to ongoing changes in COVID-19 policies, Ian Stephens CSP will not be at the event in person but will present direct from QLD via the AV and streaming facilities at Kailis.
Two critical skills for professionals who make a living from speaking:
- Powerful openings which grab the audience attention and unfreeze even the most unwilling delegates, and
- The art of non-salesy ‘closing the deal’ - getting potential engagements confirmed and deposits paid
During the September event, be prepared to be inspired, equipped and ‘put to work’ in an interactive evening with Ian Stephens CSP and PSA award winner who will be joining us via Zoom.
During the 1st session Ian will take us behind the scenes of how he opens keynotes, workshops and training sessions in a way that causes even the most hardened cynic to unfold their ‘defiant resistant crossed arms’, to lean in and engage with a slight dribble of ‘anticipative’ saliva running down their chin. Get ready to learn how to unfreeze and tease in order to get great strong rapport fast! Then work in small teams to craft and practice using this powerful yet simple process.
In session 2, we move to the artistry of closing and converting deals. PSA has listened to feedback and members’ desire to get better at converting more business. Ian has 25 years’ experience in selling himself. He is ‘The Sales Mastery Guy’. This session will workshop the skills and tactics he uses to PLEASE his clients, his family and the bank manager. Ian will showcase how he maximizes converting potential enquiries into ‘engagements’ in and way that does not come across as salesy. This again will be a hands-on session drawing from the collective wisdom in the room.
About Ian:
Known to many in PSA, Ian has spoken in 29 countries spanning 25 years. Booked to speak or train on average 180 days per year, Ian is a seasoned veteran with over 4,000 engagements under his belt. He says he would be “an idiot not to notice some distinctions and patterns” that speakers, trainers, coaches or consultants are using to convert business. He is the author of 4 books on sales, customer service and transformational change. In 2020 he was honoured by PSA with both the Educator of Excellence Award and the coveted Nevin Award.
Event Details
6.00pm dinner (at your own cost) at reserved PSA tables at Kailis Bros
(Please note: dinner is not included in the registration fee)
6.45pm Registration Opens
7.00pm Meeting begins: Introduction and Welcome
7.05pm Session 1 - with Ian Stephens CSP
7.55pm Networking and refreshment break
8.10pm Session 2 - with Ian Stephens CSP
9.00pm Wrap Up, Announcements and Close
PSA’s Values in Action Policy applies to this Event
The Chapter leadership is working hard at creating a series of exciting and dynamic events. If you, our members, have any suggestions for speakers or topics for our monthly events – please reach out to the chapter leadership of Rael Bricker CSP, Shirley Anne Fortina CSP, Jani Murphy CSP and Lauren Hancock
FREE PARKING! At 6pm the Kailis staff parking is opened to patrons of Kailis
A key aspect of PSA Membership is the 8 core competencies. At each event we ensure that the content is aligned with one or more of these competencies.
Each Event will have some emphasis on
Competency 1 – Professional Awareness
Competency 2 – Professional Relationships
This Event specifically aligns with:
Competency 7 – Sales and Marketing
Competency 8 - Managing the Business
As a chapter leadership team, we also align all our events with or theme for the year. This is to concentrate on three areas in our speaking business.
The overarching theme is Building Connections for Tangible Growth. There are three elements
The Business of Delivery
This deals with the skills of delivery techniques AND your health as if you are not healthy then this affects your ability to deliver as a professional.
The Business of Content
This deals with all aspects of creating and delivering fresh professional content and enhancing the client experience in dealing with PSA members
The Business of Leverage
Leverage allows us all to grow our businesses from marketing to sales to repackaging content