People who are brilliant at providing technical solutions are not always comfortable with the sales process. But as soon as you stop prospecting, your ship is dead in the water. This is an entertaining, straightforward approach to equip conference attendees to make a positive contribution to the sales process. By the end of the session, participants will understand these points and know how to act on them:

• Your prospect is motivated by fear that this project won’t turn out well; • Buyers make decisions the same way you do; • You can only sell a service if people believe you will come through; • Both personal and corporate credibility matter; • There are deliberate, practical ways to raise your own image in the eyes of the prospect as a reliable provider; • You must talk to live human beings to sell a service, but it is not that big of a deal