Show Thursday EXPO Dan Norman: “We’re all in sales” Daily FREE shuttles will be running continuously tonight to and from the Austin Renaissance Hotel and Austin’s 4th Street Warehouse District from 7:00 p.m. – 12:00 a.m. The last shuttle leaves downtown at 12:00 a.m. april 2, 2009 www.BenefitsSellingExpo.com Exhibitor Giveaways GRAND PRIZE GIVEAWAY All attendees will be given an official PASSPORT when picking up their badge from the Expo Registration Desk. Be sure to stop by each exhibitor booth during exhibit hall hours for a sticker. Completed passports will be entered into a drawing for a Dell Studio 17 inch laptop courtesy of Purchasing Power. Turn in your completed passport to the Registration Desk by Thursday at 6:00 p.m. to qualify. The drawing will be held at 6:15 p.m., Thursday, April 2, on the exhibit hall floor. you must be present to win. EXHIBITOR GIVEAWAYS • A.D.A.M. and OptumHealth are giving away a Nintendo Wii, a $250 value. By John Sullivan it’s cliché, but accurate; listening to Dan Norman is a bit like drinking from a fire hose. his rapid-fire delivery of critical information on the attributes of top sales people had attendees’ attention in yesterday’s opening keynote at Benefits Selling Expo 2009. The attributes he described, infused with jokes and good humor, made for a lively and informative session to kick off the conference. “i’ve studied the best sales people to find out what makes them tick (mainly by asking),” Norman says. “all have fundamental traits that make them succeed, even in tough times.” your competition is gunning for your business, he explains. They will copy everything you do. But there is one thing they can’t copy and that is your ability to communicate to your clients the value of your business relationship. “There are seven traits i have identified that are common to all top sales people,” he continued. “These attributes are a specific mindset, character, a belief in what they do, they are targeted on their buyers, they set goals and stay focused, they have strong sales skills and they help others get what they want.” Norman then proceeded to describe each in detail. 1). Mindset: Salespeople almost always fall into two mindsets; scarcity or abundance. Those with a scarcity mindset think “there is not enough to go around.” if someone gets a piece of the sales pie, they must have taken it from someone else. They feel there are not enough customers to support both themselves and their competition. This leads to fear and jealously and a compulsion to protect “what’s theirs.” anger, disappointment and disparagement follow, which results in a mentality of Visit their booth (#113) for a chance to win. • Agents For Change is giving away an iPod shuffle. Stop by their booth (#706) and leave your business card for a chance to win. • All Web Leads is giving away a Garmin Nüvi 760 GPS System with widescreen display. Stop by their booth (#618) and drop off a business card or fill out a registration form to enter the drawing. • AmWINS Group Benefits is giving away a Nike® SQ SUMO 5900 driver. Stop by their booth (#329) and sign up for their broker e-newsletter and be entered to win. Continued on page 4 Continued on page 4 CORRECTION: Breakout speaker Sam Fleet’s company is named AmWINS Group Benefits. TODAY’S SESSION HIGHLIGHTS Gil Lowerre Ron Ledgerwood “Voluntary – All Grown Up” 10:15 a.m. – 11:15 a.m. Grand Ballroom B “The Past, Present and Future of ConsumerDriven Health Care” 11:30 a.m. – 12:30 p.m. Grand Ballroom B Eric Johnson “Are your Clients Smarter than a Fifth Grader?” 3:30 p.m. – 4:30 p.m. Trinity A SEE YOU IN 2010 Stop by the registration desk to sign up for 2010. APRIL 19-21 Washington, D.C. 1 KEyNOTE SPEAKER PANEl SESSION BREAKOUT SESSION next page