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Our sales training clients in Vancouver, Edmonton and Calgary are constantly dealing with this issue. Every decision maker wants to get more for their dollar. As Salespeople, we are inclined to offer a product or service with a low hard cost that will still be viewed worthwhile in the eyes of our clients. While no one likes giving away stuff for free, having an extra value strategy makes sense to best deal with the requests. Top-producing Salespeople create one that costs little to nothing while still being a huge enticement to decision makers. Here’s how.
A recent group sales training session in Vancouver focused on what is referred to as “soft skills.” These would be the personal attributes that enable someone to relate to people and interact with them in a positive, likable way. In many industries, people skills are seen as a great compliment to the required expertise for job performance. In Sales, these skills are the difference between being a top producer and stumbling along with little results.