About this Event
What you’ll walk away with
- A clear understanding of how buying decisions are actually made, and how to shape your conversations, proposals and closes to fit.
- A practical way to read the behavioural style of a prospect or colleague, and to adjust your approach so you build rapport faster and lose fewer deals to a personality mismatch.
- Ideas you can use in your next sales conversation, not theory to file away.
Why it matters
Most sales processes are built for a rational buyer: features, benefits, price, proof. But buying decisions are rarely made that way. The commitment is usually emotional, and logic arrives afterwards to defend it.
When salespeople miss this, deals stall for reasons nobody can quite explain. The proposal was strong, the price was right, and the prospect still went quiet.
The session:
Part 1 - Emotion vs logic.
We’ll cover what is going on in a buyer’s head when they decide, and how to speak to both the emotional decision and the logical justification.
Part 2 - Understanding you, your colleagues (including your boss!), and your customers.
This is an introduction to DISC behavioural styles. It will help you see why some people warm to you straight away and others don’t, why some team members clash, and what to do about it.
Who it’s for: Business owners, MDs, sales leaders and salespeople who want to convert more of the opportunities they already have.
Format:
- 30 minutes of networking
- Up to 60 minutes of practical, interactive content
- Networking to close
Free 1:1 sessions: Graeme Murray and Martin Judge are offering two free 45-minute 1:1 sessions after the event, so you can apply what you’ve learned to your own team or pipeline. Ask on the day or message them on LinkedIn.
Leave knowing why buyers really say yes, and how to adapt your approach to the person in front of you so more of your conversations turn into sales.
Hosted by Sales Geek, providing ISP-accredited sales training, fractional Sales Directors, and sales mentoring.
Event venue & nearby stays
Clockwise Offices, Edward Pavilion, Liverpool, United Kingdom
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