"Outcome Focused Selling" by Anne Warfield

"When a salesperson is transaction focused, they tend to talk to their clients about who their company is, what they can do and how it can work for the customer. The problem is that's not the way your customer thinks."


CLICK TO LISTEN


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/.

"Getting Past The Palace Guard" by Wendy Weiss

"You've got something that's incredible. You've got a great product or a great service. You've targeted your market and you know you have something of real value to bring, and you can't get the prospect on the phone. It happens over and over again to so many sales reps."

CLICK TO LISTEN


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/.

"Business Proposals That Close" by Tom Sant

"It's an odd thing that in our era when process-oriented methods of selling have become so dominant where they focus on a step-by-step method - what they fail to do is account for the fact that at the end, you probably have to develop and deliver a compelling proposal. They get us right up to the threshold of the deal and they've got our hand on the knob, but then we don't know how to turn it."

CLICK TO LISTEN


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/.

"Sharpening Your Inside Sales Skills" by Josiane Feigon

"What's your opening? How do you come in? Especially when you're on the phone, you have less than fifteen seconds to make an impact, and today we're looking at a lot of new ways to make your introduction. You don't have much time when you're dealing with a very distracted and busy decision maker."

CLICK TO LISTEN

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/.