This is a webinar for anyone who finds themselves in the business of selling.
In October 2023, host Michael Summerton got into the details of the Art of Selling with Georgina Smith.
In this hour-long session, the duo unpacked how Georgina's notion of the intimacy curve can help you understand influence, how to move along the intimacy curve, why sales is a team effort, and how 'no man's land' is the worst situation to be in.
The theory stems from Georgina's extensive experience in all aspects of sales and her perceptive observations of how people tend to operate.
Learning outcomes include
Selling has become a dirty word - but it shouldn’t be. Every day we meet people, in whatever walk of life we find ourselves, and try to influence a situation or an opinion. We may not be aware that we’re trying to influence, but human nature has this amazing ability to unconsciously plan for the unforeseen, and influencing is much easier when people like and respect you.
The intimacy curve is a key concept in sales that describes the level of trust and rapport between a salesperson and a buyer. By understanding it, salespeople can increase their chances of success by identifying the right type of sale, where they are on the curve, and how to move the relationship forward. The intimacy curve is a team sport, and everyone in the organization can play a role in moving prospective clients up the curve.
In this webinar, you can expect to learn:
