Presentation Brief & Bio:
Rick Farrell
President
Tangent Knowledge Systems
A—"SELLING HAS NOTHING TO DO WITH SELLING"
In this interactive session, learn:
- Why most sales organizations are very good at a game no longer being played
- Why selling, by its very nature, produces the exact opposite effect that is intended
- Why your value proposition is valueless
- Why you are paid and rewarded for your questions and not your answers/solutions
- How to get your customers to sell you on whether they have a compelling reason to change
- If you are going to lose, how to lose quickly, effortlessly and with a minimum expenditure of time
Take away specific recommendations for qualifying new opportunities…having compelling value statements…handling stalls and objections…finding trigger problems with your prospect…knowing when you can sell at healthy margins.
Rick Farrell, President of Tangent Knowledge Systems, has been responsible for sales and business development for nearly 25 years. He brings a tremendous depth of experience and results to his audiences. His passionate, provocative and interactive style encourages audience participation, learning and improvement while providing practical, usable “time tested” information. Rick stresses a non-selling posture that allows the sales person to play the role of a “change agent” rather than a product-centric transactional sales person.
Rick has worked with a range of companies from Fortune 500 to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In working with his clients, he has helped identify performance gaps and provided sales plans to help track, measure and execute objectives to increase the company’s bottom line.
Today, in his role of President of Tangent Knowledge Systems, Rick continues to actively sell, prospect and manage client relationships in addition to the high performance training and development programs he personally conducts.
