Midwest Society of Professional Consultants

April 4^th, 2007

MSPC Consultants College

The "Consultants" College concept in professional society meetings (originally conceived by Dave Taylor in 2003) was reintroduced in May and June of 2006 with such success that we are offering the format again.

The Buying Decision Model™, A Fresh Approach for Business Development
Moderator Ted Wallhaus (Partner Samurai Business Group)

Think of the last major purchase that you made.  Did it involve a salesperson?  What was that experience like?  Have you ever had that uncomfortable feeling that a salesperson wasn’t paying attention to you and that you were being sold to?  Let’s be honest, do any of us really like being sold to? 

What about your approach? Is it working?  There are loads of great tactical techniques for selling, but what is the prospect thinking and why do they act the way they do?   

Do you have a sales process?  There are numerous methodologies in the market today; most are linear in their approach.  Step one: Qualify, Step two: Present, etc. etc. until we close and move on to the next one.  But have you ever felt like you were on a totally different plane than your prospect?  Have you ever experienced the feeling that you have no control of the sale cycle?  What about prospects?  Do they buy in a linear fashion? 

The last time you closed business do you know why you closed that business?  More important, the last time you lost business do you understand why you lost the business?  

The Buying Decision Model offers a fresh approach to business development that addresses these issues and more.  Based on research conducted at UCLA & London Graduate School of Economics, this model explains the process that every buyer goes through when making an important purchase decision and provides an understanding of the “why” behind the “how”.  This proprietary approach bridges the gap between traditional linear selling and the non-linear buying process and gives us a framework for more successful business development results.

Ted Wallhaus has a 20 year track record as a top sales performer, exceeding sales goals while maintaining high profitability and margins.  He has served in a wide range of business development roles including sales management, strategic account development and complex consultative selling to Fortune 500 and small to mid size businesses. His experience includes the development of strategic business units, national dealer networks and alliance partner programs.  He is familiar with a wide range of industries including pharmaceutical, medical device, high-tech, consumer packaged goods, retail, financial, tradeshows and conferences.  Clients served include, GE Medical Systems, Zimmer, Abbott, Takeda, True Value Hardware, Motorola, GE Appliances, Navistar International, Bally Total Fitness, Sears and Masterlock.  Leveraging his sales, design, marketing and project management skills, he has successfully grown business in three start-up companies.  Throughout his career Ted has mentored, coached and taken a personal interest in the success of every individual on his teams. Mr. Wallhaus graduated from the University of Illinois with a degree in Industrial Design that included studies in creative problem solving methodologies.  He has been involved in many prominent design projects including the US Information Agency’s traveling Russian exhibition project “Design USA” which traveled throughout Russia as the cold war was coming to an end.  He is a frequent speaker at industry conferences and events.

Continuing on from the first session.