Making the Sales Conversation Easy--the Sequel

From Part 1 of Terry Gault’s “Making the Sales Conversation Easy,” July 27th, 2012:

“To people in professional services, the word ‘sales’ conjures up visions of pushy used-car dealers in leisure suits. Effective selling isn’t like that at all. In fact, the easier our sales conversations, the more effective we are at closing business.”

The single most important factor in Terry’s own sales success has been Empathic Paraphrase, a technique he demonstrated to the audience and had them practice during his July 2012 presentation. The secret to sales success just shouldn’t be that simple!

The program received a score of 4.88 out of 5 points and comments like “Bring Terry back for an encore!” Between the core message of “Empathy trumps advocacy” and the slick use of Prezi, Terry really wowed the audience. 

So we’re bringing Terry back to let you practice your Empathic Paraphrase and learn to develop Spotlighting Questions to reveal the scope of your prospect’s problems and the way they impact her business.

Join us at the February BACN meeting to learn

• The 3 Qualities of Effective Uber-Questions.


• Simple all-purpose probes that take client conversations deeper.


• Why you must establish trust before competency.


• Why advocating your solution without establishing trust is ineffective.


• How giving up control of the sales process allows you to be more influential.

About the Speaker

Terry Gault is co-owner of The Henderson Group, where he’s worked since 1997. The Henderson Group helps hi-visibility teams and individuals succeed by communicating with power, authenticity, and presence. Terry is responsible for all aspects of The Henderson Group’s service portfolio, which is focused on improving clients’ interpersonal communications.

Terry also launched EinsteinFilms.com in 2010, a video production company. He’s spent 30 years in film, television, radio and the theater as an actor, teacher, director, writer, and producer.