Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone.

In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally.

In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive power of storytelling in sales. In today’s highly connected world, most buyers have completed 60% of the buying decision before contacting a sales professional. This means that most sales people serve as nothing more than a fulfillment department. Business owners need to understand how to get their sales people to challenge buyers to rethink their perceptions and assumptions without challenging buyer egos.

Value to members

As a result of attending this workshop, participants will have a very clear and practical method to select customers for focused attention and a scripted framework to demonstrate their value to prospects in a compelling, convincing and memorial way. Using these approaches, Adrian has helped some of his clients double their sales within 24 months.