As a sales professional you may have been trained in listening more than talking, exploring latent client needs, or "challenging" your client with your domain expertise. Yet how well are you really attuned to the underlying drivers, needs, beliefs, and personal values that cause your clients to buy? What do Executive Coaches and other professionals who work at a deep level with clients know about needs exploration that sales professionals do not, and how can we leverage that knowledge to supercharge our sales practice?
In this interactive workshop, delivered by certified Executive Coach (ICF, ACC) and career sales professional Brian Newman, we invite you to take a new perspective on what is really driving the buying decisions of your prospects and clients. We will draw on theory from coaching and behavioral psychology and apply this practically with exercises aimed at boosting your performance in sales interactions.
Workshop participants will:
– take away a deeper and more refined understanding of why clients buy
– learn a new model for assessing criticality of client need: the "EXP Scale"
– practice 3 new ways to listen
– for experienced sales professionals, refresh and re-energize sales practice with a non-conventional take on sales fundamentals
– Why clients really buy
– Paradigm shifting the selling/buying relationship
– The Experiencing Scale (EXP)
– 3 New ways to listen at client meetings
Brian Newman has a 20-year career in sales and sales team management in Asia, and is the author of Stop Sucking at Sales – 15 Secrets to Make You a Better Salesperson Today. Brian is a certified Executive Coach (ICF, ACC) and runs a coaching and developmental training firm based in Hong Kong.
Carlo La Porta, Thomas Shockley, Eric Wedemeyer, Co-Chairs
Kjell Yadon Vice Chair
Nancy Ngou, Board Liaison
ACCJ Sales Development Committee
NOTE 1: This event is OFF THE RECORD.
NOTE 2: If you cancel after the stated deadline, the full meeting fee will be charged to your account. Sorry, no substitutions or walk-ins.
ACCJ events are for ACCJ members and their guests only. To learn more about becoming an ACCJ member, see the Membership section of this site or contact the Membership Services Department at firstname.lastname@example.org / (03) 3433-7304.
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