Ever wondered how you can improve your selling techniques and establish better relationships with your clients? Join popular presenter Michael Schiffner as he shows how to create positive sales environments that benefit both the client and the seller.
In this practical Professional Development Forum, Michael presents a well thought out and carefully explained approach to ethical selling. Particularly useful are Michael’s examples of verbal give and take between sellers and buyers, which show how you can keep a meeting moving forward positively, without manipulating the buyer.
He addresses the “yellow lights” situations - situations, sometimes communicated nonverbally, that suggest there is a problem lurking in the background – and how to handle them. He shares pragmatic ways to establish powerful, partner relationships by being authentic. This is an important part of getting "real" during the sales process.
During this forum you will learn:
• How to recognise a ‘yellow light’ and what to do when you encounter them.
• Why presence and authenticity are the ‘X-factors’ in building trust-based relationships.
• Why Emotional Intelligence is important as a seller and how to develop it.
About the speaker
Michael Schiffner is recognised by his peers as a thought leader in organisational learning & development. As Managing Director of Collective Intelligence, Michael and his team help leaders construct and execute strategies that realise the latent potential of their people.
Michael was awarded two training awards in 2009; ‘Best Sales Trainer’ and ‘Best Sales Training Program’ at the learnX asia Pacific training awards. In 2011 he became a published author as a contributor to the book title “Emerging Trends In Professional Selling”.