Welcome to Orlando. Hotel check-in begins at 3 PM.

Join us on the Pool Side patio for a welcome reception and hors d'oeuvres followed by a buffet dinner in the Lower Atrium.  This is a great time to meet the MCAA team, your trainer, and fellow attendees. Relax, unwind, and get ready for two action-packed days ahead.

Please note in the event of inclement weather, the reception will be held in Landings Bistro just off the hotel lobby.

A buffet breakfast will be served in the Lower Atrium.  Sessions will begin promptly at 8 AM so fuel up and get ready to get to work.  Coffee and other beverage service will be available in the meeting room.

The meeting will take place in Salon I.  Training materials will be waiting for you.

This session will cover:

• Introduction: Selling Through Tough Times
• The realities of competing in tough markets.
• Discovering the tough-times mindset.
• Seven techniques to build mental strength.

Recharge with a freshly blended smoothie of your choice or another snack before we get back to work.

This session will cover:

• Redefining customer value in tough times.
• The psychology of decision-making (in a tough market).
• Crafting a compelling message.
• The six critical selling activities (CSAs) to thrive in tough times:
  (Select-Pursue-Discover-Persuade-Partner-Leverage)

Lunch will be served in the Landings Bistro just off the hotel's main lobby.

This session will cover:

• The six critical selling activities (CSAs) to thrive in tough times
• Five techniques to effectively pursue your sales targets.
• Five probing techniques to enhance customer discovery.

Grab a snack for the final session of the day.

During this segment, we will recap the day's training and have a case study exercise.

It's happy hour! Meet on the Pool Deck for the open bar and hors d'oeuvres. Dinner is open tonight.  Several dining options are within walking distance of the hotel or accessible by the hotel shuttle.  For ideas, please check in with the bell desk.

Please note in the event of inclement weather, the reception will be held in Landings Bistro just off the hotel lobby.

Kick off day 2 with a hearty breakfast in the Lower Atrium.  The first training session of the day will begin at 8 AM in Salon I.

Welcome back. Our trainer, Paul Reilly, will start with a brief recap of Day 1 and set the path forward through our second training day.  Meet in Salons I-IV.

This session will cover:

• The six critical selling activities (CSAs) to thrive in tough times
• Seven persuasion methods to advance the sale in a tough market.
• Three techniques for strengthening partnerships in a downturn.
• Three ideas to leverage existing relationships.

Visit the build-your-own trail mix bar, grab and soda, and recharge for the last session of the day.

This session will cover:

• Selling Through Tough Times Roleplay
• Training review

Congratulations on a job well done!

A box lunch will be available for everyone.  Be sure to pick yours up as you head to the airport.