Live Event: APS Insightful Sales Seminar - 25 Feb 2020
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Live Event:  APS Insightful Sales Seminar - 25 Feb 2020

APS live events are a fantastic combination of content and thought leadership mixed with the opportunity to meet like-minded professionals

25/02/2020
When: 25th February 2020
9.00 am - 11.30 am GMT
Where: Schlumberger
62 Buckingham Gate
Westminster
London SW1E 6PA
United Kingdom
Contact: Jennie Harnaman
+44 (0) 203 637 4940


Online registration is available until: 25/02/2021
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Target Audience:  APS Members to Fellows

AGENDA

09:00

Registration, Tea/Coffee & Networking

09:30

Welcome from the APS

 

Seven Stories Every Salesperson Must Tell
Mike Adams (bestselling author of Seven Stories Every Salesperson Must Tell)

How Emotional Intelligence Unlocks Commercial Performance
Nicole Soames, CEO of Diadem Performance & Best-selling Author

Results from APS Sales 2020 Pulse Survey & discussion
Andrew Hough, Founder and CEO, APS

11:30

Close

 

Seven Stories Every Salesperson Must Tell
Mike Adams (bestselling author of Seven Stories Every Salesperson Must Tell)


Mike Adams explains how storytelling provides salespeople with a path to both rational and emotional connection with their clients, to help salespeople build trust, make the case for change and support their client’s crucial decisions. With story examples, Mike provides a framework to help you collect and develop your best business stories. And he shows how these stories can be used to support each part of the sales process for any type of sales team. 

Key takeaways:

  • An understanding of what a good business story is and how to construct and deliver one
  • An appreciation of sales discovery as ‘story seeking' and 'story sharing' and a more human approach to client conversations.
  • Knowledge of the key types of sales story and how to build your company story bank
  • How to avoid the common pitfalls of sales storytelling

 

How Emotional Intelligence Unlocks Commercial Performance
Nicole Soames, CEO of Diadem Performance & Best-selling Author


85% of financial success is down to your EQ – the set of emotional and social skills that are most effective at influencing others. Surprisingly, only 15% is due to technical skills highlighting the crucial role these so-called “soft skills” play in winning your customers’ hearts and minds. In business, people buy people. You need to believe in yourself, if you want to convince other people to buy into what you are saying. By developing your self-awareness, social skills, self-management and ambition, you will unlock your commercial performance and motivate people to say “yes” to your ideas or recommendations. Great salespeople recognise the importance of combining these core EQ skills with their technical expertise and commercial know-how to build strong relationships and deliver compelling selling stories that enable them to stand out from the competition.

Key takeaways:

  • How to set yourself up for selling success by using your EQ to develop a confident mindset and build strong relationships based on mutual trust and respect.
  • Why you need to harness the power of storytelling to build value in the mind of your customer and motivate them on an emotional level to say “yes” to your idea or recommendation.
  • How to draw on your EQ to control and manage the commercial conversation so you can achieve the outcome you deserve.


Results from APS Sales 2020 Pulse Survey & discussion

Andrew Hough, Founder and CEO, APS


The APS has asked sales professionals for their most pressing priorities in 2020 and what their largest concerns are, with issues relating to your role and life. We will unpack what people are most focused on, discuss areas of impact and look at the most concerning elements of the lives of sellers and discuss what we can do with our organisations to alleviate those concerns and liberate our sales people for maximum performance.

 


About the Presenters:

Mike Adams

Mike Adams is the bestselling author of Seven Stories Every Salesperson Must Tell. Engineer turned salesman, Mike taught himself storytelling ‘on the job’ while selling and managing sales teams in the UK, USA, Russia, India, China, Vietnam, Indonesia, Malaysia and Australia for international corporations Schlumberger, Siemens, Nokia, Motorola and Halliburton.

Based in Melbourne, Australia, Mike leads the sales storytelling practice at Anecdote, an international business storytelling company that delivers programs in 12 languages and 26 countries.

About the presenter: Nicole Soames

Nicole Soames is a best-selling author, highly qualified coach and an emotional intelligence practitioner. In 2009 she founded Diadem after over a decade working in senior commercial roles at Unilever and United Biscuits. Nicole has helped transform thousands of people into commercial athletes in sales, negotiation, coaching, leadership and management.

 


Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

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