Event Details

Sales Skills for Association Professionals

  • 31 May 2019
  • 10:00 AM - 4:00 PM (UTC+12:00)
  • Auckland, New Zealand

Sales Skills for Association Professionals

This event is run by Answers for Associations. To register visit www.answers.net.au

Providing association professionals with the skills, motivation, and tools to successful sell sponsorship, membership, and other products in a way that makes members love you.

Poor performance on the phone or in the meeting can completely scuttle a promising relationship and is the biggest factor for the failure to successfully acquire sponsors and members. It is critical that all staff involved in interactions with members understand the unique sales strategies particular to the association environment. The stereotypical “hard sell” doesn’t work – and doesn’t generate lasting results.

This interactive presentation will provide a fresh perspective to dealing with prospective members and sponsors that will give delegates a renewed enthusiasm for outbound sales calls, face to face selling and proactive engagement. In recognition of the unique challenges faced by associations undertaking a proactive sales process there is an emphasis on membership and sponsorship sales.

This session is ideal for staff and volunteers who have the responsibility of speaking to prospects whether in person or on the phone. Julian understands that many association staff don’t enjoy sales. He has developed strategies to assist these people to perform at a much higher level and with a renewed passon for their role.

Delegates will be able to ask any question and receive practical advice on how to resolve and immediately implement the solution.

This session can be run as an in-house workshop tailored to your organisation. Please contact the speaker for more information. 

"We engaged Julian to develop our team’s ability to proactively engage with current and future members. Julian’s workshop was engaging, inspiring and has broken down a number of barriers holding back our team. I would highly recommend Julian to improve your team’s performance and to give them the confidence they need to get to the next level." Matt Golley, Business Development Manager, Institute of Public Accountants.


Julian Moore, Director, Strategic Membership Solutions. Email julian@smsonline.net.au * Mobile +61 401 648 533

Julian is Australasia’s foremost non-profit sponsorship practitioner specialising in charities, associations and other non-profits. He specialises in training, motivating and up-skilling boards and staff to improve sponsorship performance. Julian's work predominately includes sponsorship consultancy, sponsorship seeking, in-house training, facilitation services and keynote speaking.  Julian draws on his extensive experience in both Australia and the United Kingdom to deliver sponsorship outcomes for his clients.

Since coming to Australia in 2008, Julian has consulted to many organisations from across the non-profit sector including Victorian Healthcare Association, Electrical Trades Union Victorian Branch, Adolescent Success, and the Australian Boarding Schools Association.

Julian specialises in sponsorship coaching because he recognises that the lynchpin of a sustainable sponsorship program is a staff member skilled at developing and maintaining long term relationships with sponsors long after his contract is complete. To enable his clients to provide their staff with the skills necessary to achieve this, Julian provides them with the skills, sponsor contacts and information they need to be able to develop and maintain a successful and sustainable sponsorship program.

Julian is also an accomplished and entertaining speaker who regularly presents at events around the world. Throughout his presentations, he gives real world examples and case studies that inspire and motivate attendees. He focuses on providing practical and useful ideas that can be implemented immediately to start benefiting your organisation. 

"Julian provides a thoughtful, engaging and practical process to building sponsorship revenue." Michael Morgan, Owners Corporation Network


  • Canberra – Friday 24 May 
  • Auckland – Friday 31 May


10am-4pm (arrive at 9.30 for tea, coffee and networking)


City Center Location, To Be Advised 


Association Professional

  • Until 31 Dec - $360
  • From 1 Jan - $540
Association Professional & AuSAE Member
  • Until 31 Dec - $290
  • From 1 Jan - $390
  • Until 31 Dec - $140
  • From 1 Jan - $190


  1. Concessional Rates - Concessional rates are available to professionals from nonprofits with a turnover less than $200,000 per annum or those flying to attend the event. Please email info@answers.net.au to request this rate.
  2. AuSAE Rate – By registering at the discounted rate for AuSAE members, you are giving permission for your details to be shared to the extent necessary to verify your membership status.
  3. Limited Registration - Registration at the event is only available to staff and volunteers currently working for an association. There is no exhibition at the event and no registration options are available for suppliers wishing to promote their product. Limited sponsorship opportunities are available. Please contact info@answers.net.au for more information about these.
  4. Substitutions & Cancellations - Delegates may nominate an alternative person from their same organisation to attend the event in their place at any time at no extra charge. However one registration cannot be shared amongst multiple delegates.
  5. Payments - All bookings must be paid in full to guarantee registration. Once payment has been received, an email confirmation and a receipted invoice will be sent. If payment is not made at the time of booking, registration will be provisional and can be cancelled.
  6. Speakers Views - Views expressed by the event speakers are their own. We cannot accept liability for advice given, or views expressed, by any speaker at the event or in any material provided to delegates by our guest speakers.
  7. Photography & Filming - For promotional purposes, there may be photography and video production taking place during the event. Delegates who do not wish to be filmed or recorded should advise the organisers by email to info@answers.net.au prior to the event. By registering for this event, you authorise us to take photos at the event. You further agree that we are the owner of the copyright and photographs and that they may be used for any purpose we consider appropriate, including publicity, education or other activities and may earn income for our own benefit.
  8. Cancellations and Refunds – You can cancel your registration and receive a refund (less a $50AUD administration fee) anytime up to 21 days prior to an event. After that time refunds are not available. If cancelling within 21 days of the event you can choose either a credit or to transfer your registration to someone else.  All credits expire at the end of 2019 so must be used on events running in the 2019 calendar year.
  9. Data Protection - By registering for this event, you consent to having your name and organisation distributed to event attendees. They may also be provided to event sponsors. If you wish to opt out, email info@answers.net.au.
  10. Alterations to Programme, Cancellation/Postponement of Event - We reserve the right to make alterations to event programs, venues and timings. In the unlikely event of an event being cancelled, a full refund of the registration fee will be made. Liability will be limited to the amount of the fee paid by the delegate. In the event that the event is postponed or the dates changed, the organisers shall not be liable for any expenditure, damage or loss incurred by the delegate. If by re-arrangement or postponement the event can take place, the booking between the delegate and the organisers shall remain in force.

Strategic Membership Solutions (SMS)
Telephone: 1300 852 303  Email: info@smsonline.net.au

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