MASTERING THE ART OF SALES CONVERSATIONS

Join us for our interactive and entertaining keynote presentation by Mike Schultz, President of RAIN Group, Publisher of RainToday.com, author of the breakthrough new book, Rainmaking Conversations.

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The Babson Alumni & Friends Network invites you to attend a Keynote Address and Networking Event: Mastering the Art of Sales Conversations, Wednesday, April 6, 2011, 7:30 – 9:30 a.m., Babson College, Olin Hall, Needham/Wellesley Room.

You may also participate in this event via a webinar.

Featuring Mike Schultz M’02 President, RAIN Group and Lecturer, Babson College

Register online at http://babson.imodules.com/sales11

It’s 4 PM on a Thursday and you’re about to meet the CEO of a major company you’d like to win as a client. The conversation starts as you walk into the office, approach the CEO, stretch out your hand, and say, “Nice to meet you, Jill. I’m Steve Webb.”

Fast forward to a meeting about 7 months later; 3 PM on a Wednesday this time. You head into the office. Jill gets out from behind her desk and says, “Good to see you again, Steve. Here’s a check for $1.2 million. Let’s get started.”

Suffice it to say, a lot has to happen between “nice to meet you” and “here’s a check, let’s get started.” Yet two things are true:
1. This is how it happens
2. Conversations form the bridge between “hello” and “let’s get going.”

How to lead sales conversations, influence your prospects to want to buy, buy from you, buy a complete solution, and pay full price for it confounds many people. But it doesn’t have to. There are key principles that you can follow to lead masterful rainmaking conversations, and win more than your fair share sales.

Join us for our interactive and entertaining keynote presentation by Mike Schultz, President of RAIN Group, Publisher of RainToday.com, author of the breakthrough new book, Rainmaking Conversations. Mike will share with us the keys to mastering sales conversations, and help us help you become a successful and influential seller.

 

Babson College in Wellesley, Mass., is recognized internationally as a leader in entrepreneurial management education. Babson grants BS degrees through its innovative undergraduate program, and grants MBA and custom MS and MBA degrees through the F.W. Olin Graduate School of Business at Babson College. Babson Executive Education offers executive development programs to experienced managers worldwide. For information, visit www.babson.edu.

By Michael Chmura, mchmura@babson.edu, 781-239-4549 | 03/10/2011 06:00