Why the Winning Customer Experience Starts with Sales

Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed:
How to develop a winning approach to outbound selling
Why relationships start with the first contact and the first call
How changes in selling create new problems and opportunities for trust
How prospects can form a wrong opinion of you on their own before talking to you
What to present to prospects to change their preconceived belief systems about your products
While the buyer is more educated, that doesn’t mean they know your products and services
How to form the question after the question
Why a representative must balance preparation with velocity
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 Outstanding Outbound Radio is hosted by Mari Anne Vanella on the Funnel Radio Channel.  The sponsor of Outstanding Outbound is the Vanella Group.