How to use sales conversations as a competitive weapon

Sales Conversations

The best sales questions won’t go anywhere without an effective conversation. And effective conversations take more than just being a good listener or talker. They’re about putting what you ask and what you say together in a way that’s valuable for your prospects and for you. Can effective conversations set you apart and advance your objectives?

A few weeks ago I participated in a panel discussion sponsored by FOCUS. The 45 minute conversation was recorded and is now available for you to listen to at: http://www.focus.com/roundtables/how-use-sales-conversations-competitive-weapon/#.

The panel of experts discussed those ideas and debated others. The panel included: Dave Brock (Partners in Excellence), Jack Malcolm (Falcon Performance Group), Paul McCord (McCord Training), Andy Rudin (Outside Technologies), and me.

Whether you converse face-to-face, or  through social media, we provided strategies and tactics you can put to use. Take a listen …

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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