Members & PSE Students	Non- Members
$55	$65
Register Here!	Register Here!

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DEADLINE: Friday, May 11, 2012
CONTACT: Naomi Kanna, Executive Director | 594-7391 | naomi@smeihonolulu.com

Mahalo to our trade sponsors:
The Kahala Hotel & Resort | Techniques Hawaii | Dollar Rent-A-Car | Mana Means Communications Ameriprise Financial - Dave Livingston, Financial Advisor | Hagadone Printing Company

MENU
Egg Drop Soup
Steamed Catch of the Day Hong Kong Style with White Rice and Bok Choi
Mango Panacotta
Vegetarian Option
Sauteed Tofu Hong Kong Style with White Rice and Bok Choi

SalesPerson of the Year 2011 Mrs. Vicky Cayetano Former First Lady of Hawaii, President and CEO of United Laundry Services, Inc. and Managing Director of United Laundry Kona, LCC. “I would like to thank the SMEI organization for this recognition," shares Vicky Cayetano. "I am very honored to be in the company of past recipients like Mark Dunkerley, Rick Blangiardi and Steven and Carol Ai. Sales is such an important function that we all do every day. Whether it is selling airline seats, home improvement items or laundry, sales is the life blood of every company.”

54th Annual SalesPerson of the Year Luncheon
View the registration page for more information on premium tables and benefits!

Thursday, April 12 Registration: 11:15am Program: 11:45am

Sheraton Waikiki 2255 Kalakaua Ave Honolulu, HI 96815

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Kate Kelly Smith
SVP, Publishing Director & Chief Revenue Officer, House Beautiful
SVP, Publishing Director, Elle Decor & Veranda

Join Kate Kelly Smith, SVP, Publishing Director and Chief Revenue Officer of House Beautiful and the Hearst Design Group, as she discusses the importance of reinventing the oldest and largest shelter magazine in America, created by Frank Lloyd Wright in 1896.

Today, magazines are more than just print vehicles; they are brands. Content previously only created for and available in the magazine is accessible via the web, mobile devices, tablets and more. This past October, House Beautiful became the first national US magazine to seamlessly integrate Digimarc Discover technology into its editorial content, allowing readers to bring pictures and articles to life on their smartphones or tablet devices with video, slideshows and other rich media without an unsightly QR tag. With the February 2012 issue, House Beautiful made this technology and engagement tool available to its advertising partners.

It’s an all new experience.

Tuesday, February 21, 2012

TIME
5:30 p.m. – 6:30 p.m. – Registration & No-Host Cocktails
6:30 p.m. – 8:30 p.m. – Dinner & Program

PLACE
The Kahala Hotel & Resort
5000 Kahala Avenue

COST
Early Registration

• SMEI Members: $60
• PSE Students: $60
• Non-Members: $70

At the door

• SMEI Members: $65
• Non-Members: $75

Save $5 by registering online!

RSVP: SMEIHonolulu.com or call 942-7000 with questions.
DEADLINE: Friday, February 17, 2012
QUESTIONS: Contact Naomi Kanna, Executive Director | 594-7391 | naomi@smeihonolulu.com

MAHALO TO OUR TRADE SPONSORS:

The Kahala Hotel & Resort | Techniques Hawaii | Dollar Rent-A-Car | Mana Means Communications
Ameriprise Financial – Dave Livingston, Financial Advisor | Hagadone Printing Company

MENU
FIRST COURSE – Chicken Consomme with Forest Mushroom Ravioli
ENTREE – Roasted Strip Loin with Horseradish Mashed Potato and Garden Vegetables
DESSERT – Kahala Bread Pudding with Vanilla Sauce

VEGETARIAN OPTION
FIRST COURSE – Gazpacho Soup with Crisp Croutons
ENTREE – Wild Mushroom, Asparagus and Kabocha Rissotto
DESSERT – Kahala Bread Pudding with Vanilla Sauce

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The Secret Language of Influence:

Your Passport to Powerful Persuasion

 
GOT INFLUENCE? How well do your words and phrases motivate others? Language training is the most neglected area of any management, leadership or business development program. Recent research from the world of psychology can help us increase the potency of our conversations. You will find these skills useful for leading, managing, motivating and most critically, selling your ideas. Dan Seidman will share some specific examples of how his clients use these techniques to improve their business. Come hear about…

• Learn how people are motivated to buy in two distinct ways – to attain benefits or focus on solving problems.
• Learn how to identify each type, in order to design marketing literature and create sales scripts.
• Learn language that eliminates the worst, most toxic forms of resistance that buyers offer.

Who do you know that should be attending this program with you?
Show this to them now and commit to having dinner together, with Dan Seidman and SMEI.

Attendees will receive a free 32-page booklet on The Secret Language of Influence!

Tools & Techniques for Communicating Value

This half-day workshop will combine lecture, interactive exercises and group discussion. The goal is to able to take away some tools and techniques that can be immediately applied to your own situation – helping you to refine your approach for a more efficient and effective sales process. In particular, we will redefine the concept of “selling” into one that centers on customer-focused communication.

Your buyers are more sophisticated in their understanding of sales than ever before. They are in control and they know it. By the end of the workshop, you will have gained a greater ability to stand-out in a positive and collaborative way that will position you for success!

Build Skills

• Create value propositions that hook customers
• Develop an effective sales pipeline process
• Build a “Customer Fit Index” for your sales territory
• Identify key aspects of truly qualifying prospects
• Hone listening skills designed to move the sale forward.
• Creating power questions that position you for successful sales calls
• Use effective closing techniques that work for both you and your prospect

Register now to reserve your spot register to reserve your spot by Friday, December 2, 2011 to take advantage of the
Early Bird Savings!

Schedule 8:00am Check-in / Coffee 8:30am Session 1 11:30am Lunch 12:30pm Session 2 2:00pm Pau

Menu Salad: Caesar Salad with Sourdough Croutons Entree: Citrus Herb Stuffed Chicken Breast with Roasted Pesto Tomato and Potato Croquette on Demi Glace Dessert: Kahala Bread Pudding with Vanilla Sauce

Please call (808) 778-8884 for any questions!

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Your Workshop Leader:
Lisa Dennis, President

Knowledgence Associates


Lisa Dennis brings over twenty-five years of marketing and sales to client engagements. She has hands-on experience with both the marketing and selling of business-to-business and business-to-consumer products and services. Her consulting firm serves clients in high technology, insurance, manufacturing, healthcare, and professional services. Clients include Akamai, Dell, HP, IBM, Mutual of Omaha, Tufts Health Plan, and many more.

Prior to founding Knowledgence Associates in 1997, she held publishing, product management and marketing/sales roles at Bolt Beranek and Newman, Thomson & Thomson (a member company of The Thomson Corporation), The Center for Business Intelligence, and World Congress.

Lisa is the chapter president for SMEI Boston, and sits on the international board of directors for SMEI, serving as Vice Chair for Affiliates and Chapters. She has a B.A in Writing from Wheaton College, and an MBA in Marketing from Babson College.