Sales' New Role and the Importance of “You”


Sales' New Role and the Importance of “You”

Tuesday, June 07, 2022
Premium Workshop
CTS: 8
CTS-D: 0
CTS-I: 0
Business and Project Management
InfoComm celebrates AV, IT, and digital signage technologies. Left out until now has been teaching new sales skills necessary to take advantage of the solutions we provide. How we sell is different today than ever before. The goal of this seminar is to bring the sales profession on par with the level of what we sell by showing best practices and new techniques that have most recently come into prominence. Today the technologies we sell are different but so are the relationships with our customers. The focus is no longer about a product but rather solving problems and creating an AV experience that adds value beyond the products we sell. The only constant is change and the pace of change is accelerating bringing new opportunities. We discuss impediments to new opportunities including the “appearance” of parity and commodity paralysis. We explore the need for differentiation and that today the difference is “you” the salesperson. The course includes: • The history of sales • Exploring “you” the salesperson • Synthesizing todays sales models • Differentiate by adding your value • Understanding customer personalities • Handling objections/continuances/rejections • Being productive versus busy • The buyers, sellers, and influencers. • Keys to success
Jonathan Brawn, CTS, Principal - Brawn Consulting
Alan Brawn, CTS, ISF-C, DSCE, DSDE, DCME, DSSP, DSNE, Principal - Brawn Consulting

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