Place: Switzerland Innovation Park Basel Area, Gewerbestrasse 24, 4123 Allschwil

Adrian Sprenger


Adrian Sprenger

Dr. | Manager Entrepreneurship

Tel. +41 61 295 50 23



S.C.O.R.E© Sales Seminar for Entrepreneurs

One of the great business myths today is that startups fail due to lack of sufficient funding.

The truth is that most startups fail because of sub-optimal sales execution.
First-round investors will often join a second round if the given startup is running behind cash-flow projections, but only if the startup is showing clear progress in the area of capturing initial customers – not investors, but customers.
What It Takes
A great sales system is a competitive advantage for all companies, as is a team that is skilled in customer-focused selling.
Customers today are sophisticated and have a lot of information at the click of a mouse. They don’t want to be pushed through your sales process. Instead, they want skilled, customer-focused professionals to pull them through their purchasing process. This is how trust is achieved, and how deals are made.
The main feature in building trust is listening. And the main feature in buyer engagement is asking the right questions at the right phase of the deal.
S.C.O.R.E© Methodology
The SCORE Methodology incorporates the best practices of customer-focused selling with tactical questioning that encourages buyers to persuade themselves to buy from you. It positions you as a professional, not a pushy salesperson, and it helps to build trust.
Course Content
In this seminar, Jack Vincent will provide proven customer-focused selling techniques. With interactive facilitation, participants will learn and practice:

  • Developing Your Mindset
    • Trusted Advisor vs Technician
  • Preparing for First Meetings & Pitches
  • Opening: Presenting, or Opening a Discussion?
    • Grabbing Attention, while Earning the Right to Ask Questions
  • Tactical Questioning: Lead the Buyer to Persuade Him/Herself
    • Uses the Five-Step Questioning Model
    • Demonstrates “Trusted Advisor” Status; Identifies Opportunities
  • Prompting Concerns, Overcoming Objections & Strengthening Trust
    • Identifying Sincere vs Insincere Objections
  • Advancing: Building Buyer Commitment to Next Steps
    • Qualifying Prospects at Advanced Stages & During Initial Approaches
  • Closing Without Pressure, but with Confidence
  • Building Referrals & Expanding the Sales Pipeline
  • Preparing a Meeting Plan: What is a Successful Meeting Outcome?

When: 03.09.19, 13:30 – 18:00
Where: Switzerland Innovation Park Basel Area, Gewerbestrasse 24, 4123 Allschwil

At 17:15 you are invited to an Apéro and networking.
About the Speaker:
Jack Vincent helps companies drive top-line growth through improving sales skills and commercial processes.
Jack has sold and marketed the worldwide sponsorships and international TV broadcast rights to the Olympic Games, ATP Men’s Tennis Tour, and has successfully launched packaged goods and wine brands throughout Europe and North America.
Over the past 12 years, he’s helped corporations and startups alike to improve sales management processes and tactical sales skills for today’s complex sales environments. He ensures that best practices are firmly embedded throughout the business.
His second book, “A Sale Is A Love Affair - Seduce, Engage & Win Customers’ Hearts” was the Number 1 New Release in Sales on Amazon in February 2015.
Registration and Cancellation
Participation to the event is free of charge; however, your registration is mandatory. Please use this link to register for the seminar. If the seminar is overbooked we only admit one person per company. Registration will be confirmed or declined one week prior to the event. In case you later find you cannot attend, please kindly use the link in the registration confirmation sent to you by email to cancel your registration and free your spot for someone else.
Startup projects are preferred
If applicable, please include a short description of the project for which you would like to attend the seminar. As the economic promotion of the Basel area, we specifically support startup projects from the region with our free seminars and workshops. Hence, startup projects from Basel-Stadt, Basel-Landschaft and Jura are handled with priority, remaining seats are given to all other registrations according to registration date.

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