We are always selling. Not only do we sell products and services to customers, but we also sell our engineering design ideas to colleagues, arguments to judges and juries, tax strategies to clients, investment requests to financiers, leadership to our followers and even the need to eat broccoli to our children. In other words, selling is a part of the human condition. If you accept this claim, then it follows that we’re also always competing for the time, energy and cost that our listeners must accept when “buying” our ideas. In this talk, Jeff Goldfinger will provide an overview of a powerful, scientifically based set of principles to outcompete your ideas.
More specifically, to increase, perhaps even double, your “selling” win rate by employing neuroeconomics – the intersection of:
· Cognitive Psychology – our use of language,
· Neuroscience – how our brains are organized and function, and
· Behavioral Economics – how we make decisions under risk and uncertainty.
Jeff has been applying these neuroeconomic principles, developed by many Nobel Prize-winning researchers, in the aerospace and defense industry for nearly two decades producing an 82% win rate where 30 – 35% is the norm. His presentation will provide a brief introduction to three easily understood and quickly applied techniques, one from each of the three domains cited above, that can help you significantly increase your own win rate.
More succinctly stated, this will be an overview of the “soft skills” of selling using the hard science of neuroeconomics and is broadly applicable to all customer-facing professions.
The Wharton Club of New Jersey invites you to join fellow alumni, friends and colleagues and acquire new skills to make you more successful.
About the Speaker:
Jeff Goldfinger is an educator and public speaker with experience in front of audiences from six to six hundred, on four continents, teaching courses from vocational to master’s degree level. He is a former military officer with operational experience navigating high-performance, carrier-based aircraft for the U.S. Navy. His final years of service were spent in the acquisition community as a program manager. While in the Navy, he instructed at some of their most prestigious institutions including the Naval Strike Warfare Center (the sibling organization to the well-known TOPGUN school) and the Naval Postgraduate School. After leaving the service, he entered the aerospace and defense industry in program management, business development and business unit lead roles. Over the course of ten years, he led or participated in business capture efforts resulting in over $1.5Bn of new business amassing a competitive win rate more than twice the industry average. Among his clients are four of the world’s top ten aerospace companies as well as the U.S. Army’s Picatinny Arsenal in North Jersey. In 2013, he started a training company to “teach others how to fish so they can feed themselves for life.” A native of West Orange, NJ, Jeff has a B.S. in Computer Science from Northwestern University and is an FAA instrument rated commercial pilot, single engine land category.
6:00 – 7:15 pm – Registration, dinner and networking
7:15 – 7:30 pm – Club Business
7:30 – 8:30 pm – Program and Q&A
8:30 – 9:00 pm – Additional Networking
$49 for Supporting Member
$98 for Supporting Member with Guest
$79 for Basic Member* - See Special Opportunity
$99 for all other guests
A SUPPORTING WCNJ MEMBER is: any Wharton or University of Penn alum who has an active WCNJ membership in one of the following categories:
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SPECIAL OPPORTUNITY FOR BASIC MEMBERS
We’re confident that Basic Members who attend this event will want to attend additional WCNJ events in the future, as well as take advantage of Other Club activities (e.g., Leads Councils, Wharton NJ Women) that are only open to Supporting Members. Become a Supporting Member within 7 days after this event (by 11:59 pm ET on 1/29/2020) and we’ll refund you the $30 premium paid by Basic Members. That is, your net cost to attend this event will be at the Supporting Member price of $49.
Our Refund Policy
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