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Date and Time
Tuesday May 18, 2021
7:30 AM - 9:00 AM CDT
Location
Zoom Meeting (Zoom link provided in the event email confirmation)
Fees/Admission
$15 - Members & Future Members
Description
Join the Aurora Regional Chamber of Commerce's Professional Sales Development virtual session on Tuesday, May 28, 2021 from 7:30a - 9:00am. The session topic is "The Business of Pain Discovery: Taking Needs Identification to the Next Level."
The session will be facilitated by Shawn Green, Aurora University with featured guest speaker, Craig Lyons, founder of Chief Performance Dynamics, the Sandler Training Center.
SESSION TOPICS
Too many salespeople rely on a false premise as they attempt to “qualify” and develop a selling opportunity. Learn how you can avoid “spinning your wheels” developing solutions for problems that aren’t the real issue and realize it’s not about the features and benefits of your product or service.
During the session, "The Business of Pain Discovery: Taking Needs Identification to the Next Level," Craig Lyons will address the key factors that motivate buyers as well as assess the quality of potential sales opportunities. As a result of participating in this session, you will be able to:
ABOUT THE SPEAKER
Throughout his career, Craig had experience in engineering, marketing, sales, sales management, achieving executive level positions as well as business turnaround success in both privately-held and global corporate enterprise environments. He has national and international experience in the industrial and municipal safety, signaling, and communications sectors. Seven years ago, he decided to devote his expertise to working locally with motivated professionals by sharing the valuable insights and success principles he has gained from the Sandler Training Center.
The session will be facilitated by Shawn Green, Aurora University with featured guest speaker, Craig Lyons, founder of Chief Performance Dynamics, the Sandler Training Center.
SESSION TOPICS
Too many salespeople rely on a false premise as they attempt to “qualify” and develop a selling opportunity. Learn how you can avoid “spinning your wheels” developing solutions for problems that aren’t the real issue and realize it’s not about the features and benefits of your product or service.
During the session, "The Business of Pain Discovery: Taking Needs Identification to the Next Level," Craig Lyons will address the key factors that motivate buyers as well as assess the quality of potential sales opportunities. As a result of participating in this session, you will be able to:
- Define “pain” in Sandler terms and understand the buyer’s motivating factors
- Explain the concept of pain; using gap, iceberg, pain puzzle, and funnel metaphors
- Demonstrate the difference between intellectual and emotional prospect/client words
- Measure the quality of a sales opportunity
This sales discussion will be interactive and an excellent opportunity to learn from one another. You will not want to miss this opportunity!
SESSION FORMAT
SESSION FORMAT
7:30 AM Introductions & Company Pitch
8:00 AM - 9:00 AM Workshop
ABOUT THE SPEAKER
Throughout his career, Craig had experience in engineering, marketing, sales, sales management, achieving executive level positions as well as business turnaround success in both privately-held and global corporate enterprise environments. He has national and international experience in the industrial and municipal safety, signaling, and communications sectors. Seven years ago, he decided to devote his expertise to working locally with motivated professionals by sharing the valuable insights and success principles he has gained from the Sandler Training Center.
