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IMC SD Jeff Howard on Selling More by Using Your Brain
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When: Wednesday, June 15, 2011
7am Networking * Breakfast - 7:45 Presentation
Where: Courtyard Marriott
8651 Spectrum Center Blvd
San Diego, California  92123
United States

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Jeff Howard on

Sell More By Using Your Brain

Jeff HowardDon’t you wish you had a blueprint on how your clients make decisions? In this acclaimed program, Jeff Howard will share with us the latest in brain research, which explains how top sales professionals move beyond tired scripts and worn-out closing techniques and sell with more finesse, credibility and trust. You will learn that there’s a "science” to decision-making.

What you’ll learn:

  • How to "scout” your clients’ buying tendencies just like a coach would scout
    tendencies in sport
  • Five unconscious influencers that will help you understand why some clients make
    irrational decisions
  • Ways to structure questions that allow you to gather information and commitment
  • How to get your customer "unstuck” when their decision-making bogs down
  • How to increase your sales probability by 37% by adding one simple step to your
    selling process

About Jeff Howard


Jeffrey Howard has a truly unique background. He has sold in three major industries, managed a worldwide sales force, is the company-founder of Winning Sales Habits™—a sales performance training company—and is the architect of the Daily Sales Coach™ online sales results program. For over four years, Jeff was the Senior Vice President at LGE Performance Systems (now the Human Performance Institute) in Orlando, Florida, where world-class athletes trained for mental toughness.

Jeff has conducted over 1,600 presentations for companies ranging from start-ups to industry leaders such as American Express, Hilton, Prudential Real Estate, Office Depot and AFLAC. A noted expert in sales communications, he has been invited as a guest lecturer at both Michigan State University and the Haas School of Business at UC-Berkeley.

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Don Matheson CMCChair and CEO, IMC USA
Gregory BrooksExecutive Director, IMC USA