The Webinar with Mike Bosworth on June 9, 2010 was recorded and is available for you to listen to at your convenience. The Webinar was ~40 minutes in length with a Q & A after that. You can listen to it at the link below!
"Connect, Inspire & Influence"
What You Will Learn:Why the 80/20 rule became the 87/13 Rule
- Why buyers resist answering questions
- Why "Left Brain" thinking makes selling so hard
- When buyers connect with YOU
- How to increase prospecting effectiveness
- How to get sales on the "track" quickly
Excerpt from Mike Bosworth
"I founded Solution Selling® in 1983 and co-founded CustomerCentric Selling® in 2001. Both of these frameworks were originally designed to help salespeople sell complex, enterprise systems over long sales cycles.
Because I didn't know of way to teach "the human connection" at the time, I focused all my efforts on helping sellers get down to business and develop solutions. Solution Selling® & CustomerCentric Selling® helped sellers take a buyer through a behaviorally correct needs development framework.
2008 was a turning point in the evolution of sales enablement for me. After 30 years of training salespeople, I learned that developing connections is actually teachable and have created a framework that enables sellers to connect with greater purpose, confidence and effectiveness.
With most organizations having a sales methodology already in place, my focus now is applying my new lessons learned: teaching salespeople how to connect emotionally with their buyers.