The program objective is to introduce and heighten participants’ ongoing awareness of applied influence, persuasion, and sales knowledge and skills. Participants will learn to understand and identify opportunities, recognize essential influence approaches, begin to master the power of persuasion, and apply key professional presence and communication applications for ongoing success. They will also learn and apply essential customer value, decision, and engagement processes, develop best positioning approaches, develop a questioning process essential to helping customers pinpoint their critical needs, enhance relationship management, and develop robust and successful development, marketing, and sales integration.
DATES:
December 7-8, 2009
COST:
$1,800 - Includes tuition, textbook, instructional materials, continental breakfast, and lunch.
REGISTRATION:
Register online >
PROGRAM OUTLINE:
- Awareness and Focus--the Foundations of Influence and Persuasion: Tapping the adventure of applied knowledge gathering and analysis and resulting decision making and strategy.
- The Influence Process—the Path to Success: Understanding the influence process and recognizing and creating opportunities while avoiding pitfalls.
- The Power of Persuasion: Applications that focus, convey, and convince.
- Professional Presence and Communication—the Tools of Persuasion and Influence: Mastering the foundational tools of effective advocacy.
- The Agreement Process: Securing clarity and certainty for best performance and reward.
- Leadership, Sales, and Personal Applications and Opportunities: Putting persuasion and influence to work to create a more positive and successful life.
- Improving You: Applying the Persuasion and Influence Strengths Index™: To celebrate constant improvement and ongoing success.
- Customer Value Process: How sales plays into the process of identifying, creating, delivering, and measuring customer value.
- Customer Decision Process: Breaking down the decision points, criteria, and participants in the end-to-end process of identifying and satisfying a need.
- Customer Engagement Process: Contrasting commodity and solution sales in terms of how and when a sales person engages with a customer.
- Positioning: How marketing develops the ‘Value Proposition” of organizational and competitive positioning while sales develops essential personal positioning.
- Needs Discovery Process: Developing a structured questioning methodology to help customers define and articulate their most important needs
- Relationship Management Process: Linking relationship assessment and account planning.
- Development/Marketing/Sales Integration: Creating “Market Ready Offerings” and “Offering Ready” sales teams.
FORMAT:
Two-day program
Classes run from 8:00 a.m. to 4:30 p.m. at the Owen School, unless otherwise noted.
INSTRUCTORS:
Fred E. Talbott
Clinical Professor of Management
Professor Talbott -- a noted corporate trainer and convention speaker, and dedicated educator honored with numerous teaching awards -- joined the Owen faculty in 1993. His consulting specialties and areas of expertise include: leadership and leadership communication; team communication; news media relations and crisis communications; problem solving and team improvement; mediation and conflict resolution in leadership; and time management. In 1998-99 he successfully helped the banking industry develop best customer, employee, and public communications practices to address potential Y2K challenges. Professor Talbott's consulting clients have included, among others, IBM, Bell Atlantic, Ingersoll-Rand Company, Tenet HealthSystems, United States Army, United States Navy, Bank Administration Institute, State Government Affairs Council and Clayton Homes. He is also a former White House speechwriting coach, Saturday Night Live comedy writer and author of Shakespeare on Leadership and Churchill on Courage.
Rick Schell
Lecturer in Communications/Director, Undergraduate Business Minor Program, Rice University
Rick Schell brings a unique blend of classroom and business experience to his teaching and consulting engagements. After earning a PhD in English Literature from Rice University, he spent 30 years in leadership positions in sales, marketing, and sales education in the Information Technology industry, working for IBM, the Amdahl Corporation, and Fujitsu Ltd. Rick teaches Leadership Communications and Consultative Selling at the Jones Graduate School of Management at Rice University.
