George Lucas, Ph.D.

(The One Minute Negotiator Co-Author – A WSJ, USAToday and NYT Best Seller)

·       Recognizing opportunities in a life Filled with Negotiations

·       The rampant disease of “Negotiaphobia,” and the Dr.’s E-A-S-Y Process to Treat it

·       The flawed tactic of compromise and why it often fails

·       The four viable negotiation strategies, knowing your tendencies, and when to use each one

·       Win-win; Everyone talks about it, but few know how to do it

·       Using negotiation chips to drive concession making and reach better agreements

·       At the goal line it almost always swings to win-lose

In the fast-paced world of business, change is often hailed as the dominant force shaping our strategies. However, amidst this narrative of constant evolution, there lies another powerful factor: marketplace inertia. 

Join us for an insightful keynote speech as we delve into the art of developing a marketing and branding strategy that not only capitalizes on but also effectively navigates through the currents of marketplace inertia.

Throughout the keynote, attendees will gain actionable insights and practical tools to develop their marketing and branding strategy, ensuring they are not only responsive to change but also capable of creating capabilities from the very forces that are shaping their industry.

·       Why managers are a dime a dozen, while leaders are very rare

·       Leading different people differently

·       Use your Brain, but it’s OK to show you have a Heart

·       In today’s economy, there is no substitute for courage

·       The future is dim without the light of a learning culture – lead it!

·       Why most salespeople live on a “pipeline rollercoaster”

·       The means to build sales pipelines using four critical prospect sources

·       The three stages of pipeline opportunity advancement (prelims, semis and finals)

·       Using the triple-nickel approach to build and evaluate sales pipelines

·       Treating prospects as accounts receivables

” The game has changed and will never be the same

” Building a pipeline in the virtual selling world

” Changing the conversation for mutual benefit

” Achieving personal and organizational brand differentiation

” Effectively and efficiently utilizing social selling

” Virtual selling when face-to-face is simply not an option

·       Using the first meeting as a concept sale

·       Advanced discovery meetings at the top stages of information collection

·       You don’t win with what you say; you win with the questions you ask

·       Effective story-telling to gain credibility and advance the process

·       Persuasively making the play for conversion to your firm

·       More effective use of current clients to close the deal with prospects

·       What is coaching, why is it so critical, and how good are most managers at doing it?

·       Key differences between managers and high-impact coaching leaders

·       The eight-step coaching process

·       How mentoring differs from coaching, and keys to driving a mentoring culture

·       Building a team of “Contented Achievers” through effective coaching

·       Creating action plans that make good performers better, and bridge performance gaps

·       The commitment cycle – secrets for creating an upward spiral

·       Factors making collaborative partnerships not only highly profitable, but essential

·       Why trading partnerships fail, and what you can do to make them work

·       The five components of any alliance or partnership

·       Crafting an alliance action plan, and moving to implementation

·       Understanding the “Success Model: Fulfillment vs. Frustration & Success vs. Failure”

·       Uncovering your success vision and using it as your life compass

·       Conducting your current assessment to uncover strengths and weaknesses

·       Identifying the outcome drivers that determine your success or failure

·       Developing an action plan, including the setting goals & objectives