Sales Training Connection
JUNE 18, 2012
That said, here are the 8 best tips for storytelling we introduced in that earlier post : Focus on the prospect – tell stories that relate to solutions that address the customers needs. Leave the jargon at home – translate the story into language familiar and relevant to the prospect. ©2012 Sales Horizons, LLC.
Sales Training Connection
DECEMBER 12, 2012
Being able to relate past successes related to high-value customers that resemble your prospective customer is an extremely powerful sales technique. ©2012 Sales Horizons, LLC. Success Stories. Reps require help developing the skills to tell those stories. Buying Signals.
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Sales Training Connection
MAY 14, 2012
Getting an appointment with a prospective customer is a necessary first step for sales success – but it’s only the first part of the challenge. Out of concern for losing a sales opportunity – especially with a new customer – sales people sometimes try to please the prospect by providing an early price concession. Pre-Call Planning.
Sales Training Connection
OCTOBER 17, 2012
physicians are now employed by hospitals or integrated delivery systems , a trend fueled by the creation of accountable care organizations (ACOs) and the prospect of more risk-based payment approaches. ©2012 Sales Horizons, LLC. More than half of practicing U.S.
Sales Training Connection
JUNE 11, 2012
While the managers noted that some prospects come from corporate marketing campaigns, several remarked their sales people were not personally doing a good job developing referrals and they needed to. ©2012 Sales Horizons, LLC. We were recently talking with some sales managers about helping their teams build their book of business.
Sales Training Connection
FEBRUARY 20, 2012
The author noted: “in today’s risk-averse environment when you are selling a major solution you – need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. ©2012 Sales Horizons, LLC. This nightmare was well analyzed in an article we recently came across by Bob Apollo.
Sales Training Connection
OCTOBER 21, 2014
As reported in a strategy+business article – in 2012, 70% of consumers surveyed by Nielsen indicated that they trusted online reviews—which represented an increase of 15% in four years. The salesperson isn’t the only one introducing prospects to your products and services. We doubt the number has decreased in the last two years.
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