The Key To Sales Mastery: Understanding Why And How People Buy Workshop
January 4, 2010
The Key To Sales Mastery: Understanding Why And How People Buy Workshop
When: Thursday, February 4, 2010,
Where: ITA 200 S. Wacker 15th FL
Details of the Presentation and Dialog Session:
Today, the basic dynamic of the sales process has changed. Sales are no more primarily about selling products. Rather, it is about building trust and working with prospects collaboratively to solve problems.
Drawing on Samurai Business Group’s newly released book, “Put the WIN back in your SALES”, master sales trainer 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, Lambert will reveal ways to develop long-lasting relationships with customers. He 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 and trusted asset.
You will learn:
Today’s reality of selling
Customer perceptions of sales people
Buying decision model
Greatest influences on buying
What do buyers expect
Selling’s key ingredient
About our speaker:
Bob Lambert is a dynamic, high-energy executive with a solid record of leading/building successful businesses, generating millions of dollars in revenue and growing profits. He has over 30 years experience in strategic business development, marketing and sales for Global 50, Fortune 500 companies as well as being the founder of four successful entrepreneurial
start-up companies.
He is the founding partner of the Samurai Business Group LLC a sales & business development performance firm that has developed a revolutionary, results-driven Samurai Sales Mastery Series™. The center of this process is the propriety Samurai Buying Decision Model™, the first comprehensive methodology based on academic research, proven principles of human behavior, and best practices in sales and marketing, designed for the
economic and market realities of today’s marketplace.
Mr. Lambert has successfully coached, mentored, & trained people throughout his career. Several have gone on to become top executives with Fortune 1000 companies or found successful entrepreneurial firms.
His breadth of experience covers a variety of industries i.e.; automotive, consumer packaged goods, consumer electronics, durable goods, financial services, professional services, retailing, travel, technology, and the Internet.
Clients served include; Nestle, Procter & Gamble, Kraft, United Airlines, Citigroup, Charter Consulting, Experian, Kmart, Leo Burnett and Whirlpool.
Speaking engagements including:
Harvard Business School – Alumni Club, Wharton Business School – Alumni Club University of Chicago – GSB Roundtables, University of Michigan, Ross Graduate School Alumni, DePaul University - Marketing & Sales curriculum, Lawyers Connecting and numerous conferences and seminars for private & public companies and professional associations.
Bob attended Ferris State University majoring in Advertising & Marketing, Served in the US Navy. Hobbies & interests: Motorcycling, camping, fishing, tennis, painting, & photography. He is married with three children and blessed with four grandchildren.
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