Mike Bosworth has been a thought leader within the field of sales over the last several decades. He is an author, speaker, entrepreneur and story seeker.
From 1976 through 1982 he designed and delivered sales training programs for Xerox’s Computer Services Division.He founded “Solution Selling” which became one of the most widely adopted “customer usage training” methodologies in the technology industry.
Mike also founded Mike Bosworth Leadership in January 2013 to begin teaching salespeople and leaders to boost their EQ by using the power of storytelling and story tending for gaining trust, and influencing without authority.
Bosworth has a degree in Business Management and Marketing from California State Polytechnic University.
He has been a featured lecturer at the Stanford Graduate School of Business, The Stanford Program on Market Strategy for Technology-Based Companies, The American Marketing Association Customer Message Management Forums, The Anderson School Of Management At UCLA, the Paul Merage School of Business at UC Irvine, The University of Connecticut and Rollins College to name a few.
Muyiwa Osifuye: What are successful sales people doing right, that their colleagues are missing out, in meeting sales objectives?
Mike Bosworth: Continuously prospecting. Getting targeted buying personas curious about how they have helped their peers solve a problem or achieve a goal. We can calculate what each salesperson will need in their pipeline to achieve their goals.
Muyiwa Osifuye: Consumers, these days are very circumspect, more so, because of the pervasive likeness of information churned out by marketers and producers.
For example, what basic steps must be taken by a home-based business entrepreneur, to be heard and become believable in the eyes of her market niche?
Mike Bosworth: I believe it is easier than ever for home-based entrepreneurs to be heard with social media. The key is to offer INSIGHT to your audience. If you give them insight, they will ask for more.
Muyiwa Osifuye: Some are born as good communicators, who at the drop of a hat, can easily spin a beautiful yarn; how does a tongue-tied but highly skilled business owner convert prospects and keep them?
Mike Bosworth: By boosting their EQ (Emotional Intelligence) By learning to build and tell good stories, and more importantly, learning to do connective listening.
Muyiwa Osifuye: Do customers really know what they want, when they are probed? How can their real - underlying - need be discovered beyond the mere verbal expressions made by some of them?
Mike Bosworth: This is a very big subject. Are you selling something disruptive or innovative? No one is looking for what you sell. If you are selling what is perceived as a commodity, everyone is using the Internet to source and find the best price. For a more complex sale, telling a PEER story about someone you have already helped is a proven technique.
Muyiwa Osifuye: What could easily grab the attention and trust in a product offering proposed to the rich and the lowly? What are the common factors and differences, if there are?
Mike Bosworth: All humans love a good story. People are curious how you have helped people like them regardless of their station in life.