January 9 - 11, 2018
Orlando, FL

Highly Influential: Sophisticated Strategies for Becoming an “UnNegotiator” & Closing More Deals

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Thursday, January 11 | 10:30 - 11:30 AM

Location: Spotlight Sessions - West Concourse, Level 2, Tangerine Ballroom, WF3

Format: Spotlight Session Level of Content: Advanced

Who Should Attend: Single Family - All, Multifamily Builders and Developers, Sales & Marketing Professionals

Track: Sales, Marketing & Customer Focus

Speaker(s): John Palumbo, MIRM, Sterling Group, Jacksonville, Florida | Morgan Palumbo, CSP, Ingram & Associates

What It's About:

It’s time to get back to the traits—the gifts—you already have and that got you where you are today. This powerful session sets aside trends and the latest sales technologies to refocus on timeless, proven principles of persuasion, influence and human nature. See the latest research on consumer behavior that uncovers the true reasons your clients buy, and learn to harness your ability to empathize, communicate and guide them closer to their desired outcome. You’ll also learn how to move beyond old-fashioned, hardball tactics of negotiation and instead become an “unnegotiator” by leveraging influence and persuasion. Stop negotiating, start closing and be more than just a great salesperson—be highly influential!

What You'll Learn:

  • Understand why there's a disconnect between what consumers say and do, and learn to observe, uncover and predict your prospect's behavior so to communicate more effectively.
  • Identify ways to reinvent your sales presentation so that it's memorable, fresh and informative by mastering the art of storytelling and creating powerful discussions.
  • Learn to capture your prospect's attention, build credibility and achieve influence as your client's trusted advisor and service provider.
  • Develop a proven method of summoning your knowledge and expertise with different buyers and would-be customers to help your next prospect.

Continuing Education: NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)

How to Attend:

Participants must be registered for a full registration package or a 1-day education with expo pass package valid for the day of the session they wish to attend. Seating for Spotlight sessions will be on a first-come, first-served basis.

Tags: Multifamily Builders and DevelopersSales & Marketing ProfessionalsSales, Marketing & Customer FocusSingle Family - All

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