When I first started training salespeople in 1976 for Xerox, I was told "you can't teach rapport." I founded Solution Selling® in 1983 and co-founded CustomerCentric Selling® in 2001. Both methodologies were designed to help salespeople sell complex systems to the enterprise over long sales cycles, as explained by Mike Bosworth.
http://www.visiongroupmn.com/
Because I presumed there was no way to teach 'the human connection,' I focused all my efforts on helping sellers get down to business and develop solutions. My biggest disappointment was not changing my client's 80/20 rule. Their best got even better; by 2008 it was 87/13.
2008 was a turning point in the evolution of sales enablement for me.
I came to the conclusion that emotional connection is a prerequisite for buying. I learned that developing connections is actually teachable and have created a framework that enables sellers to connect, inspire and influence, “on purpose”.
New ideas covered in the recorded webinar:
•How to connect with potential buyer's quickly
•Why buyers don't like answering questions
•Why "left brain" thinking can derail buyers
•Why "whole brain" thinking 'Connects, Inspires & Influences Buyers'
•3 stories every salesperson should have ready to go
Recorded webinar by Mike Bosworth.
http://www.visiongroupmn.com/
Presentation is ~30 minutes with a Q & A session following
