The Under-Emphasized Skill of Selling Intangibles

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Run Time: 32:49

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.