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Innovation is an evolutionary process, so it's not necessary to be radical all the time. Marc Jacobs

 


 

Listening Better

"Our sales people do well presenting, but they need to listen better and focus more on what the customer isn't telling them, getting at those hidden customer concerns."

Fortune 500 bank

Using our Listening for Buy-in Motivation approach, we designed a training process to focus the salespeople on developing key questions. Getting the answers to these questions enabled the salespeople to make presentations that fit the prospect's needs. Then, using actors, we designed simulations to apply these principles in order to practice the hands-on application.



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