Products and services are more complex. We use different media to communicate. And we communicate less face to face. As a result, our communication is often boring and superficial. It does not include intuitive information or the experiential aspect of what we're trying to say. Storytelling can fix that, says Annette Simmons, author of Whoever Tells the Best Story Wins.

Direct download: Win_Sales_Tell_Stories_Simmons.mp3
Category:podcasts -- posted at: 2:56pm EDT

Hostage takers and your customers have different wants, but how you communicate with them to get to your desired result is the same. The goal is to keep the person talking. In this podcast, Mark Goulston, author of Just Listen, explains how to keep customers talking until they sell themselves on your solution.

Direct download: Communicating_with_Customers_Goulston.mp3
Category:podcasts -- posted at: 11:03am EDT

Referrals are a salesperson's biggest competitive differentiator. The produce the highest quality leads and can shorten the sale cycle. The problem is many people don't ask for referrals or they don't know how to ask for them. Listen as Joanne Black, author of No More Cold Calling and a leading authority on referral selling, discusses how to ask, as well as how to get started creating a referral system.

Direct download: Referral_Selling_Black.mp3
Category:podcasts -- posted at: 7:00am EDT

Buyer Personas Improve the Buying Process and Increase Sales

Buyers are frustrated. Often sales reps are unprepared for meetings and unable to answer buyers' questions, causing the rep to lose the sale. To remedy that, companies need to gather insight about their buyers, create buyer personas, and use the information to help buyers, says Adele Revella, author of Buyer Personas.

Direct download: Buyer_Personas_Revella.mp3
Category:podcasts -- posted at: 7:00am EDT





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