Mike Bosworth Leadership
Mike Bosworth is the founder of Solution Selling. From Solution Selling, Customer Centric Selling was born. He is the co-founder of Story Leaders in which he provides workshops and executive coaching, helping people learn how to use the powers of story and empathic listening to connect with, inspire, and influence change in others.
Mike founded Solution Selling solo in 1983, began licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, over 50 affiliated were contributing royalty income in excess of $2.8M annually. His current focus is helping innovators brainstorm internet business ideas at a conceptual level and in many cases, participating in launching virtual businesses as an equity advisor.
Bosworth is the author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) and co-author of Customer Centric Selling (McGraw-Hill, November 2003). Bosworth is a limited partner in a San Diego based venture capital firm and is an advisory board member for a number of information technology ventures. Mike Bosworth is noted for founding and growing one of the most successful virtual business in the B2B arena. Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975, managed the “Branch of the Year” in 1979 and was promoted to national manager of field sales in 1980. From 1976 through 1982 he designed and delivered sales training programs for XCS. His years of field experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling pilot project inspired him to found Solution Selling in 1983.
He is certified (CMC) by the Institute of Management Consultants.Bosworth has a degree in Business Management and Marketing from California State Polytechnic University. In addition to his keynote speaking for professional associations and major corporations, he has been a featured lecturer at the Stanford Graduate School of Business, The Stanford Program on Market Strategy for Technology-Based Companies, The American Marketing Association Customer Message Management Forums, The Anderson School Of Management At UCLA, the Paul Merage School of Business at UC Irvine, The University of Connecticut and Rollins College to name a few. He is certified (CMC) by the Institute of Management Consultants.
Read his BNET Interview: "Mike Bosworth: How Story Telling Helps You Sell" -by Geoffery James
He currently resides in Del Mar, California. He can be reached at email@example.com.
What Great Salespeople Do Workshop
In the WHAT GREAT SALESPEOPLE DO workshop, participants will discover how to connect with, influence and inspire change in others. The WGSD Workshop is a research-based framework that harnesses the power of two underused and underdeveloped communication methods: storytelling and story tending.
Workshops are interactive, practical, experiential, and feedback-oriented. The workshop is broken into lecture, practice, coaching, and real life case study exercises. The workshop is structured in five phases over a two and a half day period.
Phase 1 - Participants will learn the new science behind how humans act: how we decide to trust, decide to change, how we allow ourselves to be influenced by some people and not by others, and how we decide to buy or not buy. Also, in phase I, attendees will learn the science behind the powerful effects of story on the human mind.
Phase II - Participants will learn how to build an inventory of stories, to be used in their sales cycles, using the WGSD card system, a universal story framework and a storyboard. The output of phase II will be a set of stories that follow this narrative form, to include: The Who Am I story, The Who I Represent story, Lesson Learned stories and Who I've Helped stories.
Phase III - Participants will gain the practice necessary to tell their stories authentically and passionately to their peers and will receive immediate feedback on their content and telling skills.
Phase IV - Participants will learn to be 'emotional detectives.' They will be immersed in an empathic listening model designed to help them learn to tend and fully 'get' the stories of their customers and prospects.
Phase V - Participants will apply their storytelling and story listening skills to real life professional situations. Attendees will leave the workshop with the ability to use Storytelling and Story Tending as a way to foster collaborative, reciprocal conversations, which result in the trust necessary to influence change.
San Diego Public Workshop
January 8th, 9th, and 10th
Download Registration Form
firstname.lastname@example.org | 858.350.5570
— My original sales methodology founded in 1983
The original Solution Selling process codified how I had intuitively sold new or potentially disruptive technology in 1974 as a young salesperson. The system was designed for other salespeople attempting to sell similarly disruptive technology, especially to senior executives via middle managers who, in many cases, were making the company's first attempts to automate.
Solution Selling is particularly useful to sellers selling "expert to non-expert." It changes the sales focus from the features of the product to situational use by the customer to solve previously unsolved problems. Ideal for selling disruptive technology to corporations.
What Great Salespeople Do
— What Great Salespeople Do was founded on the belief that there is a better way to help salespeople thrive. Through the years, only a small percentage of salespeople have been able to forge the connections that influence and inspire people to change. We once thought selling to be a problem-solving process based on the paradigm that decision-making is logical and rational. New science has significantly reshaped our understanding of how humans decide to change, how we decide to trust, how we allow ourselves to be influenced by others, how we take "leaps of faith" to try new things, and how we buy. We now have a greater understanding of how people are influenced by other people to change. We've drawn upon our own experiences and researched a wide range of disciplines including neuroscience, psychology, sociology and others, to create the Story Seekers framework. Through our workshops and executive coaching, we help people learn how to use the powers of story and empathic listening to connect with, inspire, and influence change in others.
Customer Centric Selling
— Salespeople helping decision makers visualize how they can achieve goals and solve problems.
CustomerCentric Systems (CCS) helps companies to reengineer their marketing messages, helping to make them more customer-centric. We also focus on the integration of tactical marketing with sales processes.
CCS helps organizations identify, codify and institutionalize best practices. CCS trained salespeople are equipped with "artificial" patience and intelligence. They are able to delay dispensing product information in favor of asking questions - helping them diagnose problems and, in turn, helping customers to visualize "approved" solutions more accurately. This enables salespeople to initiate and manage opportunities with actual decision-makers. Their sales managers are able to quantify the effects through an auditable sales process. The marketing department is taught to simplify the buying process with a customer-centric messaging model.
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Story Seekers, What Great Sales People Do workshop was founded on the belief that there is a better way to help salespeople thrive. Through the years, only a small percentage of salespeople have been able to forge the connections that influence and inspire people to change. We once thought selling to be a problem-solving process based on the paradigm that decision-making is logical and rational. Story is in our DNANew science has significantly reshaped our understanding of how humans decide to change, how we decide to trust, how we allow ourselves to be influenced by others, how we take "leaps of faith" to try new things, and how we buy. We now have a greater understanding of how people are influenced by other people to change. We've drawn upon our own experiences and researched a wide range of disciplines including neuroscience, psychology, sociology and others, to create the Story Seekers framework. Through our workshops and executive coaching, we help people learn how to use the powers of story and empathic listening to connect with, inspire, and influence change in others.
Why Story? - Whole Brain Selling
The first question we are asked these days is, "why story?" For the past hundred and ninety thousand years, humans have used story to lead, communicate, educate, warn, persuade, engage others, inspire, to celebrate success and to connect emotionally. Why are the leaders in virtually all professions good storytellers? Story is in our DNA.
Why use story to sell? A good story can have a profound effect on the buying process. People respond unconsciously to stories. When people hear, "once upon a time." a part of their brain tells them, this is safe, it's just a story, I don't have to do anything. I can relax andLong after we forget data, we remember stories. enjoy the story. Paradoxically, at the same time, we also respond with, I better pay attention, I might need to remember this, it could be important. Long after we forget data, we remember stories.
We can teach sellers how they can more effectively influence change by better connecting with their buyer's natural human behavior through story. Story is the most powerful way to put ideas into the world, for people to learn and change, and for sellers to emotionally connect with their customers and buyers.