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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’.

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Value-Added Selling (4th Edition)

Paul Reilly & Tom Reilly

Value Added Book

“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.

 

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