Sales Training Connection

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12 tips for storytelling during sales calls

Sales Training Connection

It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story that brings that list to life. Here are 12 tips for effective storytelling: Focus on the prospect – Tell stories that relate to solutions that address the customer’s needs.

Benefit 78
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Is advocating sales training a career risk?

Sales Training Connection

So first let’s explore this notion of “lack of evidence” of what constitutes sales excellence which is one of the main reasons why those advocating sales training might feel they are on soft footing and then turn to some research that examines the business case for sales training. Lack of Evidence of What Works. The answer is – Yes!

Training 108
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Storytelling – another best practice for sales success

Sales Training Connection

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success story that beings that list to life. 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.

Benefit 136
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Sales and Storytelling – 16 tips and 3 shout-outs for help

Sales Training Connection

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success story that beings the value of that list to life. Focus on the prospect – Tell stories that relate to solutions that address the customers needs. ? It is not so easy to do but when you do it; it makes a big difference.

Hiring 119
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Avoid silver bullets and 4 other costly major account selling mistakes

Sales Training Connection

Too many people involved is inversely related to how thoroughly an issue is discussed. Mankin’s research reinforces this concept, noting that for each person added beyond seven people, decision effectiveness declines by 10 percent. The “Rule of 7”– the maximum number of people that can effectively participate in a meeting.

Account 116
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Post Consultative Selling

Sales Training Connection

We think it relates to the same match that started the movement toward Consultative Selling. If you go back in time, a key event that help Consultative Selling emerge was the research done by Neil Rackham’s Huthwaite Research Group which was subsequently turned into the all-time best seller – SPIN Selling.

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Selling value – great is the new black – An STC Classic

Sales Training Connection

Can you relate a customer story or describe the research that demonstrates your product does what you say it does? Second-level product knowledge refers to the application product knowledge relative to the customer’s business challenges. How do they impact productivity, risk, expense and revenue?