The Science Behind Selling
March 28 @ 9:00 am - 10:00 am
The Science Behind Selling
All sustainable businesses rely on someone selling an idea or product. Those who aren’t “born” salespeople sometimes find the prospect of selling terrifying. But the truth is everyone sells, it’s part of every human interaction. That’s because the foundation of selling is the ability to create and sustain good relationships.
In this three-part course, we will learn how to combine social psychology, neuroscience, and behavioral economics so that you can move confidently through any sales process. These skills will also help you build stronger business and personal relationships.
Space is limited. Please register for each class.
We will use a series of exercises to help you better understand yourself and others. We’ll teach you to become a better listener, how to ask the right questions, and how to build trust. The last class brings it all together with an overview of best sales practices and how/when to use the skills you’ve learned.
March 28th, 9am – 10am : Know Others by Knowing Yourself
Most personality profile systems share the same set of metrics. We will learn how to use these simple metrics to build trust, reduce conflict, and become better communicators. We’ll also learn how to communicate verbally and non-verbally in ways that put others at ease. All these skills will help us better understand ourselves and others.
April 4th, 9am-10am : Active Listening
In a sales situation, information is the currency which reduces risk and increases success. To acquire essential and direct information, we must be listening and observing, not thinking about the next thing to say. In this class, we will focus on the key skills that build lasting relationships and partnerships – listening, observing, and asking the right questions.
April 11th, 9am-10am Sales Process
Now that we understand some of the basic skills for forming trusted and lasting relationships, we’ll go through best practices in managing a sales process.
- Marketing versus sales
- Sales funnel and sales cycle
- Simple versus complex sale
- Key decision makers
- Known versus unknown need
- Champion versus decision maker
- The purchasing process
- The big finish
About Jeff Beamsly is a recovering engineer with deep experience and a successful track record in new business formation, technology, venture capital, gaming, and healthcare. In 1985 Jeff was shown how to do well by doing good, an insight that taught him about modern sales and the trust building process. This realization gave him the confidence to investments in several start-ups and a healthy consulting practice, including serving as CEO for two. He raised $3M for six start-ups over the past 4 years, and helped create a $1M economic development seed fund. In 2008, he had a very success healthcare business exit with a sale to Compuware. He then helped the acquiring Compuware division spin off via an IPO in 2013. His sold all three of his patents. Symantec paid $62M for one of them. Mr. Beamsley holds BSEE degree from Northwestern University. Jeff enjoys time with his family, mentoring new entrepreneurs, golf, sailing, technology, and up north living.