Complete Story
10/31/2022
036. Brain-Friendly Communication for the Salesperson (morning)
Instructor: Daniel McQuiston, Ph.D.
Level of Complexity: Intermediate
9:00 AM - 12:00 PM
The field of sales has often been considered more art than science where successful salespeople developed their own brand of self-taught, trial-by-error, school of hard knocks approach. About the only thing salespeople could agree on was that perseverance was at the heart of sales success. With the advent of the MRI in the late 1970s and the subsequent research on how the brain works it fostered, we now have a better understanding of the factors that influence customer decision-making. In this workshop, Dan will first outline the key factors in understanding how the brain makes decisions. The discussion will then shift to communication principles salespeople can employ to make their sales presentations more effective and will conclude with some interactive exercises where participants will have a chance to try their hand at ‘brain-friendly sales communication’.
Bookstore
Strategic Pricing For Distributors: Tools and Rules for Building Higher Margins
Brent Grover
Experience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately achieve more. The improvement is attainable fairly quickly and has proven to be sustainable. Two percent is the difference between mediocre profit results and stellar performance!