Prepare your salespeople to take on first calls with confidence, and arm them with messages effective at converting more conversations into second appointments.
37. The Seller is the Hero?
• Sounds like Bragging
• Diminishes the Customer
• Nobody wants to be the
next person you tell
about rescuing
• Customer comes off as
the villain
42. Criteria of a Great Customer Story
1. Contrast the pain with the gain
2. Use telling details for more punch
3. Make your prospect the hero
4. Tell a story – don’t just share data
5. Someone else can easily retell it
52. Pentland Study Results
Indicators of
Acceptance:
• Voice pacing
• Tone
• Emphasis
• Body language
Persuasion, content and style are
indistinguishable
60. CONTACT US
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