 Just imagine a world without pushy sales people That's very hard, isn't it? See 91 percent of business-to-business customers in Denmark Have experienced pushy sales tactics within the last six months Interestingly four out of five sales people say that they personally would never engage in pushy sales tactics So why the discrepancy? Well first of all I need to push that Sales has traditionally not been viewed as a science, but as a sales salesmanship or craftsmanship So very little research has been done within the sales interaction Most of the sales research that is being done today even is being done on a strategic and tactical level of the sort of sales organization And in sales practice when we do sales We actually work with argumentation theory persuasion theory and theories on how to question people theories that are all Designed on the assumption that one person the sales person can convince or persuade or maybe sometimes even manipulate another person into making a decision of a purchase So I decided that we needed to do something radically different First of all, we need to understand that in order to master sales a sales person has to have three elements in line a particular sales method some amount of emotional intelligence and the ability to master and to navigate Consciously within the interaction or to be aware of what I'm doing when I'm doing it when I'm doing a speech like this perhaps So I decided to change the way we train salespeople So instead of trying to train tactics such as how to question to get a particular answer I would train salespeople in doing open-ended dialogue without a goal or without a sales in mind We would work with innovation practices How do you facilitate a dialogue as opposed to how do you solve a problem for your customer? And finally, how do I focus and frame my conversations to be about learning together? instead of just being to make a sale and the results were quite astonishing sales went up sales efficiency rose as well and Only seven percent of the customers felt that they were being You know that they experienced some kind of pushy sales behavior So now I ask you again. Can you imagine a world without pushy sales people? Maybe it is possible. Thank you