John Care
Managing Director | Mastering Technical Sales
John Care is the author of the highly successful book, “Mastering Technical Sales: The Sales Engineer's Handbook.” The book has been described as “the ultimate how-to manual for Presales engineers and their leaders,” and is now an integral part of new hire development at many technology companies. To date, over 35,000 students have been trained in his Professional Skills Curriculum.
The Gentle Art of Saying "No"
“Forget About The Pain – What About The Gain?”
Every sales methodology and sales training class in the world talks about Pain. It’s all about “find the Pain, amplify the Pain, solve the Pain.” Yet that’s not the whole story. We also sell Hope. What sets a world-class SE apart from a standard SE is the ability to find those Gains and then emotionally tie your products and services to the customer’s hopes and dreams. This session will explore the irrational gap between pain and gain, the science of differentiating between the two, and its applicability in the sales cycle. And there will Be live exercises! Bring money!!