Frank Crockett of American Electric Power Southwest Power Pool will present a UALR Institute of Economic Advancement forum Thursday, Sept. 20, on how to work with industrial prospects and how to learn what drives their decisions.

The forum will be from 10 a.m. to 1 p.m. in room 450 in the UALR Donald W. Reynolds College of Business Center at University Avenue and 28th St.

The cost is $35 per person and the deadline to register is Wednesday, Sept. 12.

The “Hand to Hand Sales for Economic Development” forum will explain a sales system designed to work with industrial prospects from the initial contact to the selection of their next new industrial location.

The forum explores “why people buy” and how to work with clients to find out what really drives their industrial project. The discussion will include what to say, what to ask, and how to ask it in the proper manner.

“From the science of sales to the psychology involved in sales, it is great information,” said IEA’s Tonya Haas.

Crockett has more than 20 years of economic development experience and has served as a manager of community affairs and economic development executive with Kentucky Power and Appalachian Power in Virginia.  He also has nine years of previous experience with local government agencies.

To register, go to Economic Development Forum.