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Expertise Can Be Your Enemy


Exploring the art of the traditional salesperson, Mike Bosworth extracts techniques from top "closers" to find the connection between storytelling and earning trust. 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. In 2008, Mike realized that there was still a ‘missing link’ in understanding why such a small percentage of sellers generate such a large percentage of revenue. Mike’s interest and research into how the very best sales professionals connect and build trust with buyers led him to build a framework around how to connect with, inspire and influence others. Mike founded Mike Bosworth Leadership in January 2013 to begin training salespeople and leaders in using the power of storytelling and story tending for gaining trust, and influencing without authority. This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at
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Mike Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets, co-author of Customer Centric Selling and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection And The Power of Story, and developed a new buyer-oriented sales methodology called Solution Selling, redefining the sales process for information technology sales specialists. Over the past twenty years, his hobby has been new sales and marketing ideas.
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