Alan Weiss – In The Buyer’s Ofce
Archive : Alan Weiss – In The Buyer’s Ofce
Salepage : https://brainlearns.com/courses/alan-weiss-in-the-buyers-ofce/
In the Buyer’s Office – Converting conversations into cash
In this unprecedented live streaming event, I will play the role of a consultant with a buyer (who will be played by Suzanne Bates, a globally-recognized expert and author on communications, with scores of CEO clients).
In the first role play, I’ll portray an “average” consultant, and the conversation, questions and results will reflect that. In the second role play, I’ll portray an excellent consultant who pursues the true value and results of the project, and produces a more effective proposal for the client and the consultant.
You will see how to:
Shepherd the conversation in the direction you choose, and avoid meandering discussions.
Obtain the maximum commitment from the buyer.
Gain conceptual agreement in a short time.
Identify true measures of success.
Maximize the value in the buyer’s eyes and therefore maximize your own fees.
Avoid multiple meetings and wasted time.
Act and behave as a peer of the buyer.
AND you’ll be able to ask questions in real time after the two role plays.
AND you’ll have a copy of this session to continually access.
AND you’ll receive a copy by email of each of the two proposals that result, so that you can see the differences between the two approaches!
I anticipate about 20 minutes for each role play, and then about 30 minutes of questions. The entire session should be no longer than 90 minutes.
Information About Author
Alan Weiss was born in Hoboken, New Jersey in 1946. He spent his childhood in Union City, New Jersey, and graduated from Emerson High School in 1964. He received degrees in political science from Rutgers, where he was elected to the National Political Science Association Honor Society, and from Montclair University. He was an award-winning editor-in-chief at Rutgers’ newspaper, The Observer, winning eight awards including first place in editorial writing in the New Jersey Collegiate Press Association competition.
Weiss joined Prudential Insurance in 1968 and was recruited by the Princeton consulting firm, Kepner-Tregoe, in 1972. In his 11-year career with the consulting firm, he went on to run the Asian, Latin American, and North American Divisions. He was recruited in 1983 to become president of Walter V. Clarke Associates, a behavioral consulting firm in Providence, Rhode Island.
Business ventures
Weiss formed the Summit Consulting Group, Inc. in 1985, specializing in human and organizational performance. Clients for the consulting group include Merck, Hewlett-Packard, JP Morgan Chase, Bank of America, Allianz Insurance, The New York Times, Mercedes-Benz and Toyota. Additionally, Weiss launched a professional speaking career that has taken him to 60 countries.
Weiss has held a position as an adjunct professor at the University of Rhode Island on strategy and consulting, and has been a visiting lecturer at Georgia University‘s Graduate School of Business, Case Western Reserve, Boston College, Tufts, the Institute of Management Studies, and the University of Illinois.
Honors and awards
Weiss has received the Lifetime Achievement Award from the American Press Institute, one of only seven people in their history and the sole non-journalist honored.
The Institute of Management Consultants has recognized him as a Certified Management Consultant and has named him a Fellow of the Institute.
The National Speakers Association has recognized him as a Certified Speaking Professional (CSP) and has elected him to their Speakers Hall of Fame, making him one of only two people in history to be honored by both the IMC as a Fellow and NSA as a Hall of Fame member.
Weiss has a non-traditional PhD in Organizational Psychology from California Coast University.
He has served as Chair of the Newport International Film Festival, and on the boards of Trinity Repertory Company,Festival Ballet, and Harvard University‘s Center for Mental Health and the Media.
He is a recipient of the Axiem Award for excellence in audio presentation.
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