Feb 22, 2013-
Feb 22, 2013
07:30AM - 10:00AM
Making the Sales Conversation Easy--the Sequel
Make selling easier! Learn to develop Spotlighting Questions to reveal the scope of your prospect's problems and the way they impact her business.
McInnis Park Golf Center Restaurant, 350 Smith Ran
Event Description

Bay Area Consultants Network presents: Making the Sales Conversation Easy--the Sequel Friday, February 22, 7:30am-10:00am, San Rafael MORE INFO: From Part 1 of Terry Gault's "Making the Sales Conversation Easy," July 27th, 2012: "To people in professional services, the word 'sales' conjures up visions of pushy used-car dealers in leisure suits. Effective selling isn't like that at all. In fact, the easier our sales conversations, the more effective we are at closing business." The single most important factor in Terry's own sales success has been Empathic Paraphrase, a technique he demonstrated to the audience and had them practice during his July 2012 presentation. The secret to sales success just shouldn't be that simple! The program received a score of 4.88 out of 5 points and comments like "Bring Terry back for an encore!" Between the core message of "Empathy trumps advocacy" and the slick use of Prezi, Terry really wowed the audience. So we're bringing Terry back to let you practice your Empathic Paraphrase and learn to develop Spotlighting Questions to reveal the scope of your prospect's problems and the way they impact her business. Join us at the February BACN meeting to learn * The 3 Qualities of Effective Uber-Questions. * Simple all-purpose probes that take client conversations deeper. * Why you must establish trust before competency. * Why advocating your solution without establishing trust is ineffective. * How giving up control of the sales process allows you to be more influential. About the Speaker Terry Gault is co-owner of The Henderson Group, where he's worked since 1997. The Henderson Group helps hi-visibility teams and individuals succeed by communicating with power, authenticity, and presence. Terry is responsible for all aspects of The Henderson Group's service portfolio, which is focused on improving clients' interpersonal communications. Terry also launched in 2010, a video production company. He's spent 30 years in film, television, radio and the theater as an actor, teacher, director, writer, and producer. DATE/TIME: Friday, February 22 7:30am-10:00am LOCATION: McInnis Park Golf Center Restaurant 350 Smith Ranch Road San Rafael, CA, 94903 415-491-5961 COST/REGISTRATION: $35 in advance by credit card; $40 at the door by cash or check. MORE INFO: Website: Email: Phone: 415-944-7459 Contact: Harry Chapman About Bay Area Consultants Network: The BACN Mission: To improve business success through networking and programs for Bay Area consultants. Program topics range from successful marketing techniques to networking for referrals and sales strategies. Attended each month by approximately 40-50 consultants with 1 - 30 years experience in diverse fields of management consulting and related professions.

Fee: $0.00

Contact Information
Name: Harry Chapman     Email:
Phone: 415-944-7459




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