Strategic, Authentic Client Engagement
Proven experience and expertise counts when you,your team or your entire organization needs to:
Behavioral Science in Action
Motivation & Adaptive Relationship Training
"We cannot do everything at once, but we can do something at once." Calvin Coolidge, 30th U.S. President
Working together we can create, as one of my mentors called it, "An Environment for Self-Motivation", empowering staff and minimizing stress. This is accomplished by integrating goal-setting, self-image science, and a forward-focused attitude.
Adaptive Relationship Training incorporates proven human behavior science plus well-established prospecting and sales methods to improve sales performance, whether sitting across the table from a laid-back "Baby Boomer" or encountering a "Type A" C-level executive.
Training programs and services include:
Workshops - Guest Speaker - Single or Multi-day Training
Custom Sales Presentations - Custom Training Curriculum
Coaching (individual or group)
- Wilson's expertise in training B2B and B2C sales staff, sales management, plus nonprofit development staff on the DISC* model, Motivators* and Psycho-Cybernetics* helps organizations gain an even better understanding of how human behavior affects every aspect of the sales process, from prospecting to building enduring relationships.
-
- Over thirty years' experience in commercial and consumer sales, sales management (local and regional), sales training, plus business ownership puts Wilson in the unique position of being able to gain the insights needed to provide strategic, custom-tailored programs to create a solid foundation upon which to build successful outcomes.
What are those human behavior terms?
DISC - Based on Dr. William Moulton Marston's research on human emotions, DISC represents four main behavioral styles: Dominance, Influence, Steadiness, and Conscientiousness. Each individual possesses a unique behavioral style which influences communication, teamwork, and approaches to challenges.
Motivators - are all about passion and satisfaction. Essentially, they are the reasons we do anything - they drive our behaviors, decisions, and actions. Simply put, they are the why of people's behavior. There are seven dimensions of motivation: Aesthetic - Economic - Individualistic - Power - Altruistic - Regulatory - Theoretical. By gaining an understanding of how they impact decision making, and learning which of these dimensions are most important to your prospect, you can adapt your presentation content and style to increase your chances of a favorable outcome.
Psycho-Cybernetics - Loosely translated from the Greek "helmsman who steers his ship to port", this term was coined by Dr. Maxwell Maltz, the first researcher and author to explain how self-image has complete control over an individual’s ability to achieve (or fail to achieve) any goal. Based on solid science, incorporating Psycho-Cybernetics into training and management can lead to quantifiable results. (Dr. Maltz's book has sold over 30 million copies to date.)
Wilson had the privilege of learning about DISC from Dr. Tony Alessandra, one of the pioneers of relationship-based sales training, then getting Motivators Certified through Dr. Alessandra's company, Assessments 24x7. Regarding Psycho-Cybernetics - Wilson had the honor of learning directly from Mitch Resnick, who studied under Dr. Maltz.
DISC - Based on Dr. William Moulton Marston's research on human emotions, DISC represents four main behavioral styles: Dominance, Influence, Steadiness, and Conscientiousness. Each individual possesses a unique behavioral style which influences communication, teamwork, and approaches to challenges.
Motivators - are all about passion and satisfaction. Essentially, they are the reasons we do anything - they drive our behaviors, decisions, and actions. Simply put, they are the why of people's behavior. There are seven dimensions of motivation: Aesthetic - Economic - Individualistic - Power - Altruistic - Regulatory - Theoretical. By gaining an understanding of how they impact decision making, and learning which of these dimensions are most important to your prospect, you can adapt your presentation content and style to increase your chances of a favorable outcome.
Psycho-Cybernetics - Loosely translated from the Greek "helmsman who steers his ship to port", this term was coined by Dr. Maxwell Maltz, the first researcher and author to explain how self-image has complete control over an individual’s ability to achieve (or fail to achieve) any goal. Based on solid science, incorporating Psycho-Cybernetics into training and management can lead to quantifiable results. (Dr. Maltz's book has sold over 30 million copies to date.)
Wilson had the privilege of learning about DISC from Dr. Tony Alessandra, one of the pioneers of relationship-based sales training, then getting Motivators Certified through Dr. Alessandra's company, Assessments 24x7. Regarding Psycho-Cybernetics - Wilson had the honor of learning directly from Mitch Resnick, who studied under Dr. Maltz.
What's with the chameleon?
He's "Leon", my mascot. He's here to remind us all how important, even vital, it is to understand, and adapt to, the behavioral characteristics and motivations of our prospects/clients/donors, because they are under no obligation to adapt to us.
He's "Leon", my mascot. He's here to remind us all how important, even vital, it is to understand, and adapt to, the behavioral characteristics and motivations of our prospects/clients/donors, because they are under no obligation to adapt to us.
Memberships and Certifications