CAI III Classes

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Honing Your Business Sales Communications

The auction industry, like any business, is the business of people. Effective business communication is vital when dealing with sales, employees, networking, and interpersonal matters. Explore the 21st century sales mantra to improve your business negotiations and deals. When you apply these techniques and rules, your communication style will improve and your service, network, and revenue will increase.

Upon completing this class, you will be able to:
  1. Apply the A,B,C’s of the 21st century sales mantra leading to more effective communication
  2. Describe the message map and its effective use in business situations
  3. Explore pitching techniques and improvisational rules to use in business communications
  4. Identify the implications of verbal, written, and nonverbal communication in business and personal situations

About the instructor

Tim Luke, CAI, BAS, MPPA
Tim Luke has 29 years of experience in the auction and appraisal industry, beginning his career at Christie’s in New York where he became a Director and Auctioneer.  After leaving Christie’s, Tim established and is president of his own auction/appraisal/events business, TreasureQuest Group, Inc., for twenty years located in South Florida providing appraisals for divorce, insurance, donations, and estates, along with providing auction and brokerage services of Fine & Decorative arts.  Tim works with non-profits and serves as benefit auctioneer for many high profile charities across the United States.  He has appeared as a participating appraiser on the first nine seasons of Antiques Roadshow, on HGTV’s Cash its the Attic and Strange Inheritance.
 
He is an active member of the National Auctioneers Association (NAA) and is an Accredited Member of the International Society of Appraisers.  He is an instructor for both organizations and serves on the Graduate Personal Property Appraiser committee for the NAA and was awarded the Pat Massert Leadership Award from the Certified Auctioneer Institute.  He is also an AQB Certified USPAP Instructor.  Tim recently joined Gurr Johns, Inc. as Executive Vice President, Senior Appraiser doing appraisals, brokerage and business development for the company.