Material is based on conversational techniques practiced by the Greek philosopher, Socrates with attendees learning how to ask a series of questions that will lead the prospect to only one reasonable conclusion – to say “yes.”
Session I topics include:
– Rapport Building
– Active Listening
– Customer Needs Assessment
– Opportunity Development
Session II topics include:
– Overcoming Obstacles
– Plotting a Course of Action
– Crafting Mutually Beneficial Outcomes
About the facilitators
The workshop facilitators, Tom Byelick and Michele Piskol, are from the experiential training and development firm known as “Yes, & then …”
Tom Byelick has more than two decades of experience in the corporate world. Tom’s background, primarily in the pharmaceutical and health care industries, consists of roles in sales leadership and training.
Michele Piskol’s background and tenured experience as an educator and instructional coach help to provide a solid educational foundation for many of the firm’s training offerings.
The registration fee is $24 per session, or $38 for both sessions. To reserve your seat, visit www.iun.edu/center-for-management-development.
One of eight campuses of Indiana University, IU Northwest is located in metropolitan Northwest Indiana, approximately 30 miles southeast of Chicago and 10 miles from the Indiana Dunes National Lakeshore. The campus has a diverse student population of approximately 4,000 degree-seeking students and 1,500 dual-degree-seeking students. The campus offers Associate, Baccalaureate and Master’s degrees in a variety of undergraduate, graduate and pre-professional degree options available from the College of Arts and Sciences, the College of Health and Human Services, the School of Business and Economics, and the School of Education. The campus is also host to IU School of Medicine-Northwest-Gary, which actively involves students in research and local healthcare needs through its four-year medical doctorate program. IU Northwest emphasizes high-quality teaching, faculty and student research and engagement on campus and in the community. As a student-centered campus, IU Northwest is committed to academic excellence characterized by a love of ideas and achievement in learning, discovery, creativity and engagement. Indiana University Northwest is an equal opportunity/affirmative action employer committed to achieving excellence through diversity. The University actively encourages applications from women, minorities, veterans, persons with disabilities, and members of other underrepresented groups.
