Everybody sells! Today's business environment makes it difficult to build trust, demonstrate value and establish relationships -- all crucial elements of selling.
What to Expect:
The Disciplined Listening Sales Method provides executives and sales professionals with the advantages they need to connect with their clients, uncover new alternatives, and influence agreements by integrating current research and best practices with the key components of four non-confrontational interview and interrogation techniques.
Who Should Attend:
Executives, Small Business Owners, Managers, Sales Professionals, and Marketing Professionals - anyone who needs to connect and influence others.
What You'll Learn:
- January 16 - Recognize and connect with the six buyer personalities and three buyer mindsets while enhancing relationships by delivering value. Reduce the stress of preparing for sales engagements by embracing their perceived weaknesses to create new opportunities and advantages.
- January 23 - Identify specific verbal and non-verbal signals of acceptance and resistance. Increase commitments to action, reduce missed opportunities and resonate with their customers by applying the system Certified Forensic Interviewers use to evaluate all of the communication they observe during their sales conversations.
- January 30 - Solidify more agreements by encouraging your customers to protect their self-images throughout the buying process. Apply the six automatic mechanisms of persuasion and the specific techniques Certified Forensic Interviewers use to reduce resistance, optimize objections and create idea ownership.
- February 6 - Position yourself to make better decisions by obtaining more critical information during their sales conversations with five preferred questioning techniques of Certified Forensic Interviewers. How to build question trees that structures the information you obtain, while guiding customers to open up during discovery meetings.
- February 13 - Create stronger agreements and maintain control of your sales conversations by following the framework of the ten-step Disciplined Listening Sales Method, developed to address the buyers likely thought processes, reduce resistance and create commitment at the conclusion of the process.
To Register for This Unique Training Opportunity, click here. CHAMBER MEMBERS ENTER CODE UnionCounty TO RECEIVE SPECIAL RATE.
Michael Reddington, CFI® is an executive resource and the Vice President of Executive Education for Wicklander-Zulawski & Associates, Inc. (WZ). His expertise as a Certified Forensic Interviewer and passion for new pursuits led him to establish WZ’s Executive Education Division which integrates interview and interrogation skills, strategies and techniques into business communication training and advisory services. These efforts culminated with the creation of unique sales, negotiation and leadership training programs born from interrogation and developed for business leaders. Michael has been invited to facilitate these training programs to executives across the United States, Canada, Europe, The United Kingdom, Africa and the Middle East.
Staying true to his roots Michael remains very involved in interview and interrogation training and consulting. After leading hundreds of programs, training thousands of participants and speaking at several national conferences he continues to enjoy the opportunity to train and learn from private sector investigators, human resource professionals, educators, law enforcement officers, and federal agents. His energetic presentations are enhanced by the interviews and interrogations he conducts on behalf of clients in both the private and public sectors.