Robert Jolles joins Jim Blasingame to reveal why the order in which a salesperson should make with the introduction of benefits is after the customer has indicated what’s important to them.

Peter Meyer joins Jim Blasingame to differentiate between stewardship of information regarding customer expectations that you know in advance and what you learn after contact.

Debbie Meyer joins Jim Blasingame to discuss the potential problems a salesperson has when offering a personal opinion, on politics for example, to a prospect or customer.

Debbie Meyer joins Jim Blasingame to discuss how customers on the other side of your political position are less tolerant today than in the past.

Rob Grede joins Jim Blasingame to reveal that the best way to sell intangibles, like services, is by focusing customers on profits opportunities and how your offerings can help them help their customers.

Rob Grede joins Jim Blasingame to reveal some of the reasons why selling intangibles, like services, requires certain specific steps and techniques that are somewhat different from other forms of products.

Deb Calvert joins Jim Blasingame to discuss how in a sales-customer relationship you have to be engaging and know how to listen.

Deb Calvert joins Jim Blasingame to reveal that while persistence is an important trait in selling, it’s not as valuable to customers as is demonstrating perseverance.

Deb Calvert joins Jim Blasingame to reveal that when sales organizations are frustrated with performance today, it’s probably because they’ve lost touch with the expectations of their customers.

Beverly Flaxington joins Jim Blasingame to talk about why your sales training should be focused on what customers expect from you, which you determine by asking them.