Seminar Overview

Revenue is the life-blood of every enterprise. Your company’s survival hinges on the ability of its sales and marketing professionals to trigger buy decisions on the part of its prospects. In a challenged economic environment, your sales and marketing teams must be able to grow by poaching customers from competitors.

Research shows that the most reliable method to win and retain customers is to use the principle of least force. Thus, sales and marketing professionals must be able to persuade with subtlety rather than convince with shock and awe.

Attendees will learn dozens of valuable persuasion strategies and tactics for turning targets into customers. For instance, you will learn when to use stories versus statistics to persuade. You will understand which prospects are more impressed with the quality of information versus the quantity of information. You will walk away from this session with a concrete action plan to take customers away from your competitors.

This course will introduce you to many breaking strategies for boosting sales presented by the fields of psychology, behavioral economics, neuro-economics, game theory and anthropology.

The following are among the session’s take-away benefits:

• Conduct competitive intelligence / due diligence
• Identify triggering events and pain points
• Use mental accounting paradigms to your benefit
• Design choice architecture
• Win customers away from your competitors
• Manipulate the memory of your targets to achieve your intended results
• Align with your target against a common enemy
• Use new information to achieve buy in with your target
• Use questions to direct discussions and thoughts
• Set expectations
• Select testimonials
• Learn the nuances of selling to men as compared to selling to women
  
• Trigger impulsive behavior on the part of your potential customers
• Formulate and convey compelling stories to win over prospective clients
• Harness hypnotic language patterns
  

The following are some of the principles in psychology that will be discussed:

• Availability bias
  
• Reactive devaluation
• Principle of least effort
• Neuro-Linguistic Programming
• Conjunctive fallacy

There will be ample time for your questions.

David Wanetick is a Managing Director at IncreMental Advantage, a corporate consulting boutique based in Princeton, NJ. Representatives from more than 435 Fortune 500 companies have participated in programs produced by IncreMental Advantage. David is the author of three books that have achieved world-wide acclaim, the most recent of which is The Power of Incremental Advantage: How Incremental Improvements Produce Dramatically Disproportionate Results. He also teaches Behavioral Economics and Negotiating Transactions at The Business Development Academy.

*This course is also offered on a custom basis. The content can be customized to meet your company's specific needs and it can be delivered exclusively to your employees at your offices.

For further information, please contact Neomi Barazani at 609-919-1895 ext. 100 or neomi@incrementaladvantage.com .

Seminar Schedule

Seminar Length: Approx. 7 hours 

New York, NY - June 29, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
One Bryant Park
New York, NY 10036
Time: 8:30 AM - 5:00 PM

Webinar - July 1, 2010
Time: 8:30 AM - 5:00 PM  (Central Time)

Princeton, NJ - December 8, 2010 - Location:
Incremental Advantage Inc.
4390 Route 1
Suite 214
Princeton, NJ 08540
Time: 8:30 AM - 5:00 PM

Webinar - December 14, 2010 (EST)
Time: 8:30 AM - 5:00 PM

New York, NY - December 15, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
One Bryant Park
New York, NY 10036
Time: 8:30 AM - 5:00 PM

Philadelphia, PA - December 17, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
Two Commerce Square
2001 Market Street
Suite 4100
Philadelphia, PA 19103-7013
Time: 8:30 AM - 5:00 PM

Webinars: This rate is for one participant. Distribution of login information is prohibited. Site licenses for up to five participants are available for $3,295. To arrange a site license, please contact Neomi Barazani at 609-919-1895 ext. 100 or neomi@incrementaladvantage.com

Register online or by contacting

Registration / Membership Coordinator,

at 609-919-1895 ext. 100 or neomi@incrementaladvantage.com

Requests to cancel your registration must be made in writing one month before the date of the seminar.
Your refund will reflect a $95 processing fee.
No refunds will be granted within one month of the course for which you are enrolled.
You may send a substitute for an additional $55 processing fee.