Sample Agenda - USM001 - Why People Buy

Morning Workshop: 8:00am - 12:00pm

• Introductions and Introduction to USM.

• In class exercise - Self Awareness 

• The Five Rules of Superior Performance Selling: Bahavior, Vision, Perception, Stories and Value.

• Human Behavior in Purchasing Decisions.

• Belonging, Buying Influences and Brand Loyalty.

• In class exercise - Understanding Behavior and Defeating the Competition.

• Superior Performing Visions.

• The Inverted Pyramid, The Compelling Vision and The Actions of Superior Leadership.

• In class exercise - Defining a Superior Performing Company and Solution.

Afternoon Workshop: 1:00pm - 5:30pm

• Perceptions - How hard are they to change?

• Perception Definition, Changing Perceptions and The Invisible Effects.

• In class exercise - Increasing our Advantage.

• The Power of the Story.

• The Three Story Telling Rules, Goal Attainment and Motivating Prospects to Act.

• In class exercise - Creating Stories that Stick.

• The New Definition of Value.

• Understanding Value, Bias and Judgements.

• In class exercise - Proving the Value.

• Review and Introduction to USM002 - What To Say and USM003 - What To Do.