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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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Old Dog, New Clicks: Online Industrial and B2B Marketing Know-How for the 21st Century

Bob DeStefano

Olddognewclicks Sample 1Two big, related dynamics are changing the field of industrial and B2B marketing: It's an ever-younger crowd with a penchant for the wired and the wireless, and they don't enjoy phone sales calls. They're likely to Google you first, pop over to your website, then check out your social media accounts. How will they find you? What will they find when they do?

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