Why EQ, not IQ, is key to sales success" - Cian McLoughlin - Sales Leadership Forum Aug 9 HD

The sales leadership challenge: ‘Apples for apples’ is the expression many customers use when they struggle to differentiate between two very similar products or services. We love to think our unique features and benefits will wow our prospective customers, but more often than not, product and price are simply our ticket to the dance. As the needs of our customers evolve, as new competitors enter our market, it’s getting harder and harder to make quota each year. So what can you do to really differentiate your offering from the competition, how can you harness the power of EQ in your sales cycles and tap in to the psychology of how humans actually make their buying decisions? Why it will be valuable for you to watch this video In this keynote Cian McLoughlin draws on six years of conducting win-loss surveys and interviews with senior B2B decision makers, to explore how and why these individuals made their buying decisions. He peels back the evolutionary layers, to reveal the science behind decision making and why human biology has such a profound influence on the reasons we say ‘yes’ to some requests and ‘no’ to others. Cian delivers actionable insights to help you over-achieve on your sales objectives this year and next, but more importantly, help evolve your sales skills, and that of your organisation, for the next 10 years. ******************************************************** This was the fourth in the 2017 series of bi-monthly B2B sales thought leadership breakfast seminars hosted by Sales Masterminds APAC in conjunction with the Strategic Selling Group and our principal sponsor, Salesforce.com. ***************************************************************** About our presenter: Cian Mcloughlin is an author, speaker and founder of Trinity Perspectives, a sales consultancy firm that specialises in helping companies better understand why they win and lose the deals they pitch for. Author of the Amazon #1 bestseller ‘Rebirth of a Salesman’ and a regular sales commentator in the mainstream media, Cian’s blog was voted one of the Top 50 Sales Blogs in the world in 2015 and again 2016. With ASX and Fortune 500 clients across Australia and the Asia Pacific region, Cian is a passionate proponent of an ethical, honest and authentic approach to sales. Cian speaks at conferences internationally and his clients include large multi-nationals in the IT, telecommunications and professional services sectors. Cian’s articles can be read at https://www.linkedin.com/in/cianmcloughlin/ and he can also be found at www.trinityperspectives.com.au