Consultative Selling with The Vision Group


Connect, Inspire, and Influence - On Purpose
Recorded Webinar with Mike Bosworth

No longer is effective prospecting just a numbers game. After 30 years of training sales people, we now know that developing connections is actually teachable, explains Mike Bosworth, Best Selling Business Author of the books Solution Selling and CustomerCentric Selling.

"When I first started training salespeople in 1976 for Xerox, I was told you can't teach rapport. I founded Solution Selling® in 1983 and co-founded CustomerCentric Selling® in 2001. Both methodologies were designed to help salespeople sell complex systems to the enterprise over long sales cycles" -explains Mike Bosworth.

Because I presumed there was no way to teach the human connection, I focused all my efforts on helping
sellers get down to business and develop solutions. My biggest disappointment was not changing my
client's 80/20 rule. Their best got even better; by 2008 it was 87/13.

2008 was a turning point in the evolution of sales enablement for me.

I came to the conclusion that an emotional connection is a prerequisite for buying. I learned that developing connections is actually teachable and have created a framework that enables sellers to connect, inspire and influence, "on purpose”.

New ideas covered in the recorded Webinar:

  • How to connect with potential buyer's quickly.
  • Why buyers don't like answering questions.
  • Why left brain thinking can derail buyers.
  • Why whole brain thinking Connects, Inspires & Influences Buyers.
  • 3 stories every salesperson should have ready to go.

Connect, Inspire and Influence Buyers - On Purpose from Vision Group on Vimeo.

Through our continued association with Mike Bosworth, we are offering training programs and consulting designed to help sales and marketing personnel improve their effective prospecting and consultative selling.

Our customers are using consultative selling 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 customers.

Customers tell us we help train and educate their personnel on what their best do naturally. Telling stories woven with how their product and service capabilities are used by their customers to help satisfy their needs. While using story tending skills during a consultative needs discovery to connect with prospects and customers.

Learn more about the Missing Link in Sales by Mike Bosworth and how important empathetic listening skills are during the buy/sell cycle during an internview by Geoffrey James, BNET.



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