"Whose SYSTEM DO YOU USE?"
Thursday, February 19th, 2015 | 9:00 A.M. | Riverfront Center Room 2317
In the buyer-seller dance – David Sandler’s metaphor for a sales interaction – there are always two systems at work: the prospect’s system and the salesperson’s system. To lead in this process you must know and apply a selling system that works.
Ideally the sales call should be viewed as a win-win situation, but unfortunately, that’s just not the case. Prospect’s see themselves as individuals with something to lose: their money. This helps explain why the prospect takes on an adversarial approach to salespeople. Through exposure to countless sales pitches, prospects have learned enough about the selling process to thoroughly undermine it. They rely on a surprisingly small, but effective, bag of tricks to seize control of, and derail, sales efforts.
Business is won or lost when you determine whose system is going to prevail. To win at sales the majority of the time, you must employ a selling system that is more powerful than your prospects! Instead of treating your prospect to yet another sales call, you offer them an honest, non-manipulative exchange of information. The effect is both refreshing and rewarding.
About the Presenter:
Ken Seawell believes that business owners can have a confident expectation in a brighter future. For over a decade, Ken has been assisting his clients in developing better business practices that lead to increased sales, increased profits, and increased peace of mind.
As a successful consultant and business coach, Ken continued to assess his own strengths and weaknesses, skills, and limitations. He found that a stronger selling process was missing. Ken reached out to Erik Meier with Sandler Training to help him build that better selling process for his own business.
In doing so, Ken found a new passion: sales training. In 2013, Ken joined the Sandler Training as a Managing Partner. Ken works with Erik in building Sandler Training into a destination for businesses that are focused on growth.
Click Here or contact Kristin Arntz at firstname.lastname@example.org or by phone at (810) 762-3252 to register.
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About the Presenter:
As a Media Consultant for Townsquare Media-Flint, Samantha Siebert works with local business to help them grow through multimedia marketing campaigns across channels including radio, digital display, social media, and live event promotions. Samantha is a graduate of the University of Michigan.
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About the presenter:
Mike Kotsis, professional EOS implementer, has a diverse background including family business, consulting, and corporate experience. Today, as an EOS Implementer, Mike spends all of his time helping entrepreneurial leadership teams to implement the tools of The Entrepreneurial Operating System. He uses the EOS tools to run his business (GPS For Small Business), his Christian Non-Profit (Orthodox Detroit Outreach), and even his family & personal life.
Mike is one of 82 trained EOS implementers. The EOS tools are being used in more than 1,163 companies nationwide. Mike helps clients throughout the country but most enjoys working in southeast Michigan, his home, with his wife Jill and children Zachary (3) and Eleni (2).
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Friday, October 24th, 2014
About our presenter:
Robert (Bob) L. Quigley, Jr. is president and owner of Renaissance Executive Forums in southeast Michigan. Since starting Renaissance Executive Forums in southeast Michigan in 2011, Bob works with business owners/CEOs to help them learn, grow and lead by sharing information, ideas and experiences with each other through CEO peer group forums. He currently facilitates three monthly CEO peer group forums. Bob has over 35 years of professional experience working as a banker, consultant and business owner. Prior to Renaissance Executive Forums, Bob spent 18 years in consulting including 12 years as co-founder, CEO of Bank Insight, LLC a Rochester Hills consulting firm. He started his career at Comerica Bank and spent 15 years at the bank in a variety of areas including marketing and product development.