Sales mastery: hello science, goodbye myths
Event Overview
Most sales methods have not adapted to today’s selling climate. Too many people get hit-and-miss results using out-of-date sales techniques that have been disproved by science. With the commoditisation of products and services, it is no surprise that over that 50% of sales success is down to the salesperson, rather than the product or service. By applying insights from neuroscience research, we demonstrate how traditional selling behaviours can actually result in alienating customers. We explain why this happens and the methods that should be used to really boost sales – especially when we cant always meet face-to-face.
>> Learning Objectives
By the end of this session, you will be able to:
- Understand what really makes people buy – the neuroscience behind decision making and selling
- Learn why traditional sales methods don’t work – how we unintentionally alienate our customers
- Develop trust and empathy with your customer to get that all-important emotional buy-in
- Craft powerful questions that get to the hidden drivers and buying motivations
- Identify how to express your USPs in a compelling way that hooks the customer
- Implement a tried-and-tested, step-by-step process to convert new leads into closed business
>> Speaker Bio
Tom Flatau is an International speaker and coach. Drawing on ground-breaking neuroscience research and brain-based coaching methods, Tom transforms the behaviours of teams and individuals to deliver growth, engagement and profitability within world-class companies. With a Masters in Business Analysis & Systems Design and as a Fellow of the Institute of Leadership and Management, Tom combines business acumen with an intimate knowledge of corporate culture. Tom is an accredited brain and behaviour specialist, with over 25 years experience, offering a series of world-renowned programmes to multi-national organisations, including HSBC, Louis Vuitton, Emirates, Siemens and Unilever. Based on personal experience and sharing real-world examples, Tom has a passion for explaining – and overcoming – the limiting beliefs, fixed mindsets and biases that thwart the potential of so many.
Venue
- Online
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CII Accredited
This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.
1 hour's CPD can be claimed for this event if relevant to your learning and development needs.
It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at www.cii.co.uk/cpd.