Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed:

• How to develop a winning approach to outbound selling
• Why relationships start with the first contact and the first call
• How changes in selling create new problems and opportunities for trust
• How prospects can form a wrong opinion of you on their own before talking to you
• What to present to prospects to change their preconceived belief systems about your products
• While the buyer is more educated, that doesn’t mean they know your products and services
• How to form the question after the question
• Why a representative must balance preparation with velocity

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 Outstanding Outbound Radio is hosted by Mari Anne Vanella on the Funnel Radio Channel.  The sponsor of Outstanding Outbound is the Vanella Group.