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Home video QBS LIVE: The Value of Selling Intangibles

QBS LIVE: The Value of Selling Intangibles

Posted on September 12, 2016 Written by admin Leave a Comment

http://www.qbsresearch.com/media/QLM006AVI_iPod.mp4


Have you ever noticed that you can’t actually touch a significant portion of your company’s value proposition? it’s true. Things like innovation, ease of use, and cost effectiveness, not to mention your own credibility, experience, preparedness, integrity, and thought leadership are important factors that can affect a customer’s buying decisions.

These qualities are highly intangible, however. You can’t just open your sales bag and hand the customer some credibility. Instead, the intangibles that comprise your value proposition must somehow be conveyed to potential customers in a way that is more compelling than your competition.

In the Live Q & A session, Tom answers questions on the goal of your phone call, the best way to recover from a previous sales call that didn’t go well, and how to feel more confident when you start a new sales job in an unknown industry.

Filed Under: video Tagged With: intangible value, QBS Coaching, QBS Live Mondays, sales training, telephone sales

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. . .which is very different than just probing for needs.

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