Missing Link in Effective Prospecting builds a Human Connection
The power of story is the missing link in effective prospecting which helps us create a human connection naturally and on purpose.
Sept. 28, 2010 - PRLog -- In 1975 he learned very quickly, "First Gain Trust, Then Gain Business" is an unwritten law in selling, explains Dan Lemke. He discovered the human connection is as important as any relevant facts or steps used throughout the buy/sell cycle with new and existing clients.
The lost art of telling stories woven with how your products/services are "used" by your customers is one of the most powerful ways to make a human connection with new or existing clients. It is also easier for customers to visualize and tell others how to use a product/service within their business when framed within a story.
Dan is often asked, “If our best sales people tell stories naturally, how do we train the rest of the team?" He explains a way has been discovered to enable sales to create a human connection with others using the power of story, on purpose. Demonstrating competence and building trust with the stories we tell about our company, ourselves, our offerings.
Dan Lemke’s Article
Stories have been used for generations as part of the development in human connections. Using stories is an effective way to connect with people and to differentiate ourselves from other competitors, which our prospects and clients may meet.
We have come to realize stories can and should be used with virtually any sales methodology, and, there is a way to teach how to do it with conscious purpose. Mike Bosworth’s story on how he discovered the missing link.
The human connection is fundamental to how we all learn to relate and carry on relationships with others. Building a human connection should become part of the consultative selling processes that are used in business today.
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About Vision Group: Our customers are using consultative sales methodology combined with the ability to develop a human connection via the power of story, which leads to the best buying experience for their new and existing prospects/customers.
Customers tell us we help train and educate their personnel on what their best do naturally. Telling stories woven with how their products/services are used by their customers to help satisfy their needs, while using empathetic listening skills during needs discovery to connect with prospects/customers.
With our association with Mike Bosworth we are offering training programs and consulting designed to help sales and marketing personnel improve their effective prospecting and consultative sales methodology.
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