The Key to Sales Mastery: Understanding How and Why People Buy
September 21, 2009: 6:30 PM - 8:45 PM
Drawing on Dan Kreutzer’s up-coming book, master sales trainers Dan Kreutzer and Bob Lambert will outline a fundamentally different approach to selling based on scientific research into human perception, motivation, and behavior.
Northern Illinois University - Naperville Campus
First Floor Lobby & Auditorium
1120 East Diehl Road
Driving Directions:From I-88, take Naperville Road exit which will take you to a "T" at Freedom Drive. Turn south onto Freedom Drive (that is a left turn if coming from the East on I-88). Take Freedom Drive to a "T" at Diehl Road. Turn right onto Diehl Road. Go 2-3 blocks. NIU will be on left, across from the Hampton Inn. Turn left onto driveway at west end of NIU property to park. From parking lot, enter center door of building.
Today, the basic dynamic of the sales process has changed. Sales is no more primarily about selling products. Rather, it is about building trust and working with prospects to solve problems. Drawing on Kreutzer’s up-coming book, master sales trainers Dan Kreutzer and Bob Lambert will outline a fundamentally different approach to selling based on scientific research into human perception, motivation, and behavior.
Using science-based decision models and real-world case studies, Kreutzer and Lambert will reveal ways to develop long-lasting relationships with customers. They will discuss how to build such relationships by increasing your understanding of what is important to them and providing them what they really want. Through that process, you can create credibility and trust, changing their perception of you from a vendor to a valuable resource.
A Chicago Booth MBA, Dan Kreutzer has over 25 years’ experience building sales organizations in North American, Europe, and Asia. His new book on selling titled "Put the Win Back in Your Sales" is due out shortly. Bob Lambert has over 30 years experience in strategic business development, marketing, and sales for Global 40 and Fortune 500 companies as well as four successful start-up companies. Kreutzer and Lambert are the principals of Samurai Business Group, a leading training and consulting firm specializing in improving performance in sales and business development.
$25.00 for general public; $20.00 for Chicago Booth alumni/faculty/students
Additional $5.00 discount if register by September 15th
6:30 PM-7:15 PM: Networking & Hors d'oeuvres
7:15 PM-8:45 PM: Program with speakers
Bill Wentz, Class of 1988, XP-57