Do your salespeople know how to ask questions? Rob Jolles joins Jim Blasingame to talk about the training they received that taught them how to ask the right kinds of questions at the right time.
If you want to improve sales performance, use role playing in sales training. Rob Jolles joins Jim Blasingame to talk about the power of role play training in helping salespeople have more success.
What should you ask a prospect first? Rob Jolles joins Jim Blasingame to compare notes on the best way to get a conversation going with a new prospect, including what is the best first question.
What's the difference between influence and manipulation? Rob Jolles joins Jim Blasingame to reveal that influence without ethical bearing is nothing more than manipulation.
Customer expectations will inform your influence steps. Rob Jolles joins Jim Blasingame to reveal how much customers will help you influence them ethically by responding to their expectations.
Do customers think of you in terms of a transaction or a relationship? Rob Jolles joins Jim Blasingame to reveal the difference between relationships that are born from influence and transactions that come from manipulation.
Go beyond how you sell and focus on why you sell. Rob Jolles joins Jim Blasingame to talk about the breakthrough perspective of getting to WHY you sell - relationships - rather than how - transactions.
Would your customers call your salespeople influencers or manipulators? Rob Jolles joins Jim Blasingame to talk about thinking about WHY you sell, which should be to influence relationships instead of manipulate transactions.
Are your salespeople vendors or trusted advisors? Rob Jolles joins Jim Blasingame to reveal the benefits and methods of helping your salespeople become trusted advisors to your customers, instead of vendors.
Why do 86% of employees leave an employer? Rob Jolles joins Jim Blasingame to report the primary reason employees leave is feeling they aren't appreciated, and how small business owners can avoid making that mistake.
