The Sales Management. Simplified. Podcast with Mike Weinberg Their New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]
Jun 11, 2024
A sales team revamped their 'sales story' with issue and outcome-focused messaging, leading to improved customer perception. Mike shares tips on enhancing your sales story. He ends with predictions post-sabbatical. Learn the benefits of a compelling sales story and how it can upgrade team perception.
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Thorough Candidate Vetting
- Invest time in vetting sales candidates before they reach hiring managers.
- Evaluate their experience, soft skills, and fit using personality assessments to ensure they can thrive in your environment.
Sales Story Success Story
- Mike Weinberg recounts a workshop where sales reps implemented a new customer issue and outcome-focused sales story.
- Reps reported positive changes in customer perception, decreased antagonism, and increased engagement.
Customer-Focused Messaging
- Focus your sales story on customer issues and desired outcomes rather than product features.
- Addressing customer pain points and desired results builds credibility and reduces resistance, changing the sales dynamic.