Loading Events

« All Events

  • This event has passed.

Meetup #22 – Creating High Differentiation Through Evidence Based Selling

August 9, 2011 @ 12:00 am

Fantastic presentation on a hot August night by Margeurite Zimmerman, CEO at E=mz2 Inc.on Creating High Differentiation Through Evidence Based Selling.   We all learned a great deal about:

Many IT companies believe that sales are won by having the coolest new technology. Not the case! Research proves customers don’t buy logically, they buy emotionally. 70 to 80% of buying decisions are emotional. So how do we best tap into our customer’s emotions? How do we create high differentiation?

After extensive research with top sales performers we discovered what sets them apart. Top sales performers have mastered core competencies from 6 fields of endeavour – skills not traditionally taught in sales. Extensive benchmarking, field testing and corroboration from leading authorities solidified our thinking.

During this session, Margeurite explained how to leverage these competencies to help trigger a customer to buy, and demonstrated how these evidence based principles go beyond the logical steps of the sale and tap into your prospect’s emotional brain.

She shared some of her research on the brain and where change takes place; proven evidence based principles that help influence buying decisions; and she shared tools and techniques that set you apart from your competition.

Keynote Presenter

zimmermanMarguerite Zimmerman is the CEO of E=mz2 and creator of MomentiumTM, the world’s leading online interactive sales system based on gaming technology. Marguerite’s quest to create a sustainable and duplicatable sales system started in the early 80’s upon the establishment of her own Sales training and consultancy business.  Capitalizing upon her own sales successes as sales manager and mentor within Fortune 500 companies, Marguerite identified the need to create a sales system that could produce results all the time, every time, no exceptions. Understanding that the greatest impact, opportunities and challenges are created by the Sales Force and following extensive research in the market, she identified that no system could offer the “holy grail” – a systemized selling system. MomentiumTM was borne from this realization and from working with leading experts from both the sales and academic world, with guidance from the National Research Council of Canada, and the passion and drive of one woman’s quest to raise the profile of the sales person to the next level. With quoted and proven field-tested results of 10x Return on Investment and reduced sales cycle times Marguerite is now embarking on the next stage of her vision which promises to take sales to a whole new level and to create “The MomentiumTMSales force – learning that sticks.

Post-Event Q&A

Silicon Halton members can participate in a pre-event conversation with the presenters in our private Linkedin group.

jointhediscussion 

Details

Date:
August 9, 2011
Time:
12:00 am
Event Category:

Pin It on Pinterest