Lean Techniques Event
Session Description
Half-day event is to get people interested in the idea of formalizing how they go about growing existing accounts. KPIs are positive discussions that continue after the event and a shared language and/or framework that gets good adoption post event.
Blair will do a 3-hour session with your team of 90-140 called Selling Expertise. In that talk he will:
- Introduce a new model for selling expertise (The Four Conversations) that is more aligned with how experts deliver their expertise than it is with standard selling approaches. (like The Dichotomy of the Expert Salesperson –15 min)
- Cover the WWP principles of navigating the sale, which are empowering principles of showing up like the expert and not the salesperson. Within this segment he will address the idea of personality differences, freeing them from any bonds they might imagine imposed on them by their DiSC profiles (45 minutes)
- In one-on-one breakouts (turning to your neighbor) have the group conduct two conversations and then discuss the learnings. He’ll provide the framework and possibly model one with an audience member. You can work together to identify the person and the scenario to role play. (90 minutes)
- Discussion and one 10-15 minute break (30 minutes)
Fee is $15k USD paid in advance, out of which I will cover my travel costs.
$15,000.00
CART/CHECKOUT