Dr. Brian R. Little

Evaluate differences in how clients interpret information
Determine what a client needs to make a decision
Predict "crash, bang, wallop" and "perfectionist snail" client styles and the implications for motivation, productivity and mutual antagonism
Understand clients who see the glass half empty, those who see it half full, and how to sell them.

What is the key to achieving a sale? Its understanding how your clients think.

Good Sales people understand their products. Great Sales people understand their clients.

Selling involves listening, watching and understanding how your clients communicate. Being able to detect when a "No" really means I need more information. When a "I’m not sure" really means "leave me alone I’ll order on Friday".

Dr. Little teaches sales people how to identify different personality types among their clients and how to communicate successfully with them.
Conflict among personalities can all but sabotage a sale and the best efforts of sales people in communicating with a client.

By showing the significance of state-of-the-art research on personality, communications, emotional intelligence and the management of personal goals, Dr. Little provides a highly innovative perspective for sales people in the highly competitive world of sales.

Dr. Little was most accurately described by a client, as "a cross between RobinWilliams and Einstein!"

Subtle personality factors can sabotage your sales approach by misunderstandings and miscommunications.
An award-winning teacher and professor of Psychology at Carleton University, Dr. Brian Little presents practical and easy to use techniques for sales people to understand and communicate successfully with their clients.

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