|Welcome to Our New Season|
October 2, 2009
Please Be Sure to RSVP by Wednesday, September 30, 2009
Cost: $22 for IMC members.
$27 for non-members.
Please make check payable to: Herold Consulting LLC
RSVP Via E-mail to: firstname.lastname@example.org
About LAX-Area Breakfast Meetings...
The LAX-Area Breakfast meetings occur normally on the 1st Friday of each month from 7:30 - 9:00 a.m.
Our monthly breakfast meetings are held in the private dining room at
The Lakes Golf Course & Driving Range,
400 S. Sepulveda Blvd,
El Segundo, CA 90245
"Provocative Selling to Make Your Competition Irrelevant" demonstrates how everything we all learned about selling in the past doesn't really work today. The old FAB (Features, Advantages, Benefits) Sandler, Professional Selling Skills, etc. simply do not address the critical concerns of our customers, namely, "With no budget how am I going to fix what is keeping me up at night?"
We have to get our customers to think about their businesses differently. We not only have solve our customers' problems, but we have to find new opportunities for our customers to expand and grow their businesses; otherwise, we won't make the sale. We need to bring our customers the new possibilities and breakthroughs that come through provocative ideas. Then we must engage the customer in a different type of conversation. We must move from how they solve today's problems (tactical) to the more strategic question of what they can do tomorrow and how to get there.
The interesting thing is that you don't have to have the "right idea"; the mere act of engaging the customer in a different conversation changes your relationship profoundly.
About Daniel Feiman:
Daniel S. Feiman, MBA, CMC is the Founder & Managing Director of Build It Backwards, a consulting & training firm based in Redondo Beach, CA. His core competencies include: Strategic Planning; Financial Modeling & Process Improvement. Mr. Feiman is an internationally recognized seminar facilitator; working with firms such as Hilton Hotels, Mattel, Institute for Supply Management (ISM), Credit Suisse, SEA (Supplier Excellence Alliance), TRW, Reliance (India), PEMEX (México), ARAMCO (Saudi Arabia), University of Manchester (UK), ADNOC (United Arab Emirates), Promigas (Colombia) & the California Institute of International Business & Economics.
Daniel is adjunct faculty at the University of California, Los Angeles (UCLA) Extension Department (since 1990) and has also taught and facilitated workshops and seminars for the Valley Economic Development Center (VEDC), The Small Business Development Center (SBDC), California Institute of International Business and Economics, the Commercial Finance Conference and California Manufacturing Technology Center (CMTC).
DATE: Friday, October 2, 2009
TIME: 7:30 - 9:00 a.m.
LOCATION: The Lakes Golf Course & Driving Range,
400 S. Sepulveda, El Segundo
PRICE: $22 for IMC members and $27 for non-members.
Cash or checks payable to: Herold Consulting LLC
Sorry, no credit cards accepted.