by vance | Aug 23, 2020 | Uncategorized
Feature function is best defined as “what” a product does and/or has. It’s very intellectual. Selling with feature function doesn’t work any longer. Pre-Google, it was necessary. Buyers had no way to understand how products worked or what specifications were...
by vance | Aug 23, 2020 | Uncategorized
Do you like when people manipulate you? Do you like when people use “moves” on you in a conversation? Do you respond well to tactics you’ve heard for 35 years? Do you like to be “reversed”, “cut open”, “pattern interrupted”??? I cringe when I see this advice: “I...
by vance | Aug 23, 2020 | Uncategorized
BANT SPIN NEAT SNAP MEDDIC I wish sales (and life) were so simple and predictable that it would fit into a short acronym. The problem here is it’s unrealistic and leaves so much value from the conversation with a potential customer. AND NO ONE… like KNOW one ever...
by vance | Jul 21, 2020 | CS, In-Person CS, Testimonial, Virtual CS
Blind Zebra has changed my entire mindset in how I perform as a sales/client success professional. Before the training my sales approach was the old school “ABCs” Always Be Closing, find a way to get the deal no matter what. Now my focus has been on proper intent,...
by vance | Jul 21, 2020 | CS, Custom CS, In-Person CS, Testimonial
Our company has been working with Blind Zebra for both Sales & Client Success Training for the past year and it’s been a phenomenal experience. The training with Blind Zebra has not only opened our eyes to what we aren’t thinking about when it comes to...
