Complete Story
12/03/2023
011. The Road To Leadership Runs Through Sales (afternoon)
Instructor: Todd Cohen, CSP
Level of Complexity: Foundational/Intermediate
1:30 PM - 4:00PM
Some of the greatest leaders have started their careers in sales. Leadership is often viewed through a lens of vision, strategy, and the ability to inspire. Yet, there is an undercurrent that can’t be overlooked. Highly effective and profitable leaders have had the irreplaceable experience of understanding how their company's products and services are sold and the customer experience. Conventional wisdom might challenge this association. “Leadership is about more than selling,” it proclaims. This is undoubtedly true. Having a sales mindset and having sold your company's products play a competitive and differentiating role in shaping a leader’s character, and they are recognized as one of the most powerful crucibles of influence, vision, and mindset!
Learning Objectives:
- How and why sales professionals can make great leaders.
- Why a leadership and sales mindset are the "dynamic duo".
- Why seeing your company through the customers eyes is a competitive differentiator.
Bookstore
Value-Added Selling (4th Edition)
Paul Reilly & Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.
