September Mini-Workshop

Wednesday, September 13, 2017

8 Communication Skills That Are Crucial to Sales Success

Ken Smith, Managing Director, Sandler Training


Every selling professional would agree that strong communication skills are crucial to sales success. And while you may believe you communicate effectively, how often do prospects give you some form of a “think-it-over” at decision time… without revealing the real reasons for not buying. Why does this occur with such great frequency? Most selling professionals fail to establish mutual commitment to full disclosure with their prospects. Yet, all would agree that if every prospect would be completely honest about their intentions, professional selling would be far less complicated.

Join us for this program to discover the powerful and proven skills for compelling communications--skills that are part of the nationally acclaimed Sandler Selling System. Attend this program and you will learn how to:

  • Build stronger trust, faster, with prospective clients.
  • Differentiate yourself from the competition in the first 60 seconds.
  • Get prospects to reveal the hidden truth behind their stalls and objections.
  • Turn “think-it-over’s” into new business.

About the Presenter
Ken Smith is is a managing director for Sandler Training, a global training and business development consulting organization. He is recognized nationally as a sales development expert, specializing in executive sales consulting and sales productivity training. Ken is an award winning trainer and author, and is an authentic, enthusiastic speaker who can inform as well as entertain and motivate business owners and selling professionals.

Ken began his sales career the hard way, selling books door-to-door, and was also a #1 Account Executive for NCR Corporation. At CBSI he quickly became the company’s top Sales Executive, and after taking the position of Executive VP of Sales and Client Development, he grew the company’s sales revenues 50 to 75 percent annually. However, Ken believes that his greatest accomplishment is helping others achieve their business and personal goals.

Today at Sandler Training, Ken and his associates work with individuals and growing companies who are committed to achieving high levels of performance. He is committed to helping his clients recognize the success they deserve by providing them with the training, support and on-going coaching that is necessary to help them achieve their highest potential.


Thank You to Our Exhibitors!

Registration Fees
By Friday, September 8
LCA Members: $95
Nonmembers:  $135

Exhibitor Fees
LCA Members: $250
Nonmembers:  $400

After Friday, September 8
LCA Members: $145
Nonmembers:  $185

Program: 9:30 am–Noon
Lunch:     Noon

Johns Hopkins University
Montgomery County Campus
9605 Medical Center Drive, Room 121
Rockville, MD 20850



Exhibit at this LCA Mini-Workshop and discuss your company’s products and services one on one with potential and current customers. Exhibitors receive these benefits:

  • One complimentary registration.
  • One 6' x 3' table with two chairs.
  • A listing in Groundwork magazine, LCA's bi-monthly publication.
  • A listing on the LCA website in conjunction with the Mini-Workshop, including a link to your website.
  • A listing in the LCA Gram, including a link to your website.

For more information, contact Barbara Bienkowski.

Continuing Education Units

LCA is approved for Landscape Industry Certified recertification at 1 CEU per hour of instruction attended. For more information on recertification, please visit the National Association of Landscape Professionals (NALP) Recertification Center.


Written cancellations received prior to October 6, 2017, are subject to a 15% cancellation charge. Substitutions will be accepted. No refunds will be given after October 6, 2017. No refunds will be given due to inclement weather.