by Colleen Kelly | Dec 14, 2023 | Blogs, Uncategorized
You get a call from an unknown number. You weigh your options. It could be yet another cold call or it could be your kid’s school, your doctor’s office, or UPS trying to deliver a package. You take a chance and answer the call, only to be met with “Hi, it’s Dwight...
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 | Custom Sales, In-Person Sales, Uncategorized
Our work with the Blind Zebra team has a tremendous impact on our company’s success, both financial and cultural. We have engrained Blind Zebra’s philosophies into our culture and processes. The results are tangible and speak for themselves. I’d recommend Bryan and...
