LAS VEGAS — Mark Rodgers knows sales — he’s literally written the book on it with the 2011 launch of “Accelerate the Sale.” 
The SEMA Education Institute is offering a free, full-day Mark Rodgers sales boot camp Oct. 31 as part of the Powersports Education track powered by MPN Magazine, but Rodgers’ insights aren’t limited to the powersports industry.
Working in both business-to-business and business-to-consumer environments, Rodgers’ coaching, speaking and consulting work attracts clients as diverse as the Harley-Davidson Motor Co. and the Executive Education Program at the University of Wisconsin-Madison.
Rodgers’ SEMA Sales Boot Camp curriculum includes:
AccSELLerate Your Sales
9:30-10:30 a.m.
This session will show you how to:
• Qualify potential buyers, reduce defensiveness and demonstrate your inimitable marketplace differential in just two words.
• Quickly, easily and early, not only radically increase your chances for closing this deal, but also help ensure that this person will bring others to you as well.
• Effectively answer common pricing and financing questions.
How to Ask for Referrals and Not Sound like a Jerk
11 a.m.–12 p.m.
We all know referrals are important, yet few of us actively pursue them the way we should. This must see session will give you all the tools you need to kick-start your referral efforts instantly!
Rebutting Your Toughest Objections, Now!
1–2 p.m.
Mastering the art of objection rebuttal may be the most important skill needed by sales professionals today. It shouldn’t be adversarial; it should be educational, with more than a little persuasive psychology thrown in. In this powerful session, learn how to:
• Understand objections and communication to increase your objection success
• Identify the four most common objection areas, used by the four most common types of customers and see strategies to win them over
• Discover 19 sales psychology best practices to respond to tough questions
• Get specific word tracks to respond to objection situations
This is the sort of information you’ll want to keep readily accessible for more effective staff meetings, new employee training sessions and veteran tune-ups.
Creating Satisfaction and Profits Even When Overwhelmed with Customers
3–4 p.m.
We often talk about how to get more business, but sometimes we have too much. Being able to anticipate, prepare and execute for high volumes of customer traffic is a key to your success. This session does all that with pragmatic advice on how to thrive and not just survive the busy times. Included in this session:
• The crucial policies to put in place prior to high volumes of customer traffic.
• One practice that will transform your busy Saturdays.
• You’ve heard you’re only supposed to use open-ended questions, right? Wrong! We’ll show you when and where closed-ended questions are preferred.
• Covert communication so your team knows what’s going on while your customers enjoy shopping.
All four sessions will be held in Las Vegas Convention Center room S206, and many lucky session attendees will win a free copy of “Accelerate The Sale.” The book also will be available at a book signing appearance from 2-2:30 p.m. on Nov. 1 at MPN’s SEMA booth No. 38036.
“Accelerate The Sale” hit No. 12 on the “Inc.” Business Bestseller list in June 2011. Learn more about Mark Rodgers at www.peakdealershipperformance.com.
