"The Power Of Value Selling" by Steve Waterhouse

"I think one of the things we forget is that someplace along the line the customer asks the simple question: What does this mean to me? How am I going to pay for this? How much is it going to make us? What's the bottom line value to our organization? It's a tough thing to come up with, but someplace along the line, somebody asks that question. And you have to be prepared to help the customer answer the question."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Branding Your Sales Force" by Joe Heller

"Most people overlook the most tactical weapon in branding and that’s your sales force, because your sales force is out there meeting and charging into your market place every single day – creating an impression and perception of your business. Your sales force is really the brand ambassadors – your organization is being judged on the quality of how your sales people represent your product or service. Branding your sales organization is the first step in establishing value and trust in the marketplace.”

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Setting Price Expectations" by Brian Jeffrey

"A lot of salespeople are very concerned about bringing up prices too early in the sale, which is a valid point. But on the other hand, if we don't somehow let the prospect have a feel for what their investment is going to be, when you get to the end they can just go pale. In fact, I've had people clutch their heart and die in front of me because they thought the price was too high.”

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Sales Through Body Language" by John Boe

"You want to be careful with your body language to make a good first impression because that's going to be fairly critical in developing trust and rapport with your prospect.
Understanding body language will help you determine if your prospect is stalling, interested, judgmental, critical - these are clues salespeople definitely need to know about."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Avoiding Product Launch Mistakes" by Jill Konrath

"Why does a top-notch new product or service that's priced right and introduced at an opportune time end up as a marginal success, or even worse, a dismal failure? Unfortunately, it's because most companies make some pretty significant, but easily avoidable mistakes at launch time.
“I can’t tell you how many times I’ve seen a company’s launch process actually create obstacles or delay the decision for months. Both Marketing & Sales need to make changes if they want to jumpstart their new product sales.”

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.