11:30 a.m. to 1 p.m. at the Lakeland Center. 

Speaker Rusty Fox will present "The Buyer/Seller Dance -- Who is Leading?" 

Most salespeople have a system for selling (hopefully), but don’t understand that buyers also have a system for buying.  When engaged with a sales person, buyers have built-in defense mechanisms in place that are based upon cultural stigma, as well as unpleasant experiences from the past with sales people that we classify as”peddlers.”   This talk explains the psychology behind this buyer system, and provides insight as to how a salesperson can go about establishing himself or herself as a trusted advisor, rather than a peddler, once they understand the reasons behind buyers’ behavior.

Members who RSVP by 10 a.m. on Friday Feb. 5 will pay only $20; Guests and members with late RSVPs pay $25.