Finding the Intersection of Trust and Value
Today’s most successful business professionals say they’ve achieved sales success by discovering the point at which their value intersects their customer’s beliefs, trust and decision-making tendencies. Join us for a thought-provoking discussion with Jeff Stott, a leader in FranklinCovey’s Sales Performance Practice, that explores “sales success” and how to consistently achieve it. A 35-year veteran of the sales industry, Jeff will outline critical selling mindsets and skills that are foundational to building trust and connecting to customer value. You’ll discover the correlation between customer beliefs, trust, value creation, and decision making that will directly influence your levels of sustained sales success. You’ll also discuss the pitfalls of “us-centered” sales tactics and you’ll learn how key elements like “sales intelligence” and “dialogue skills” can have a major impact on your ability to build your business by helping your customers succeed.
About Jeff Stott
Jeff Stott has over 30 years of business experience and began his work with FranklinCovey over 17 years ago. He has a very practical and engaging style and an intense passion for helping his clients succeed. Jeff has deep expertise in FranklinCovey’s Helping Client’s Succeed and The 4 Disciplines of Execution sales and organizational execution performance solutions. He has clients across a wide range of industries including IT services, technology, communications, financial systems, professional services, hospitality, retail, distribution, manufacturing control systems, and IT/aerospace/defense government contracting. Jeff’s previous experience includes growing retail, online, and distribution revenue for a networking technology company from $10 million to over $250 million in five years and launching sales for a GPS monitoring technology company. He also led the global sales and marketing introduction of world’s first “video banking” remote transaction processing solution leading to the firm’s acquisition by NCR. Jeff has been privileged to work with many leading organizations including Avanade, BMC, CA, Dell, Fiserv, FRHI/Accor, GE, Hitachi Consulting, Invensys, JDA, NetApp, Northrop Grumman, Sabre, Schneider-Electric, Visa International, and VWR.
Jeff lives in Utah and enjoys skiing, mountain biking, hiking, and boating with his family in the beautiful Rocky Mountains.