Are You Listening?
In The Long Tail, Chris Anderson explains the three areas of impact the Internet has had
on the way we, as a society, buy and sell goods and services. In this conversation, we tackle
how to apply the learnings from Anderson’s book directly into our own sales process.
*This conversation is designed and best suited for sales teams.
WHAT YOU’LL BE COVERING
• Variety, customization, and accessibility are major factors in customers’ buying decisions.
• Re-examine key stages of the sales process with the purpose of identifying (and then
maximizing) opportunities for customization by the client.
• Make the sale by connecting the new to something familiar.
• Collect data and learn the value and process for effectively following up on a sale.
Being Remarkable
Being “a little bit better” than
the competition doesn’t work
anymore. Referrals, reputation
and “buzz-worthiness” all come
from being remarkable. Teach
your team members how to turn
their standard interactions into
something noteworthy.
WHAT YOU’LL BE COVERING
• Being “remarkable” has gone from a “nice to have” to
essential to long-term success.
• Identify the attributes of your biggest supporters and how to
maximize those relationships to build business.
• Each employee that touches a potential customer has the
ability to be remarkable.
• Brainstorm ways to be remarkable when interacting with
your client/potential client base.
“These conversations
are so addictive! Through
these highly participatory,
focused learning sessions
I am confident that I have
strengthened my professional
foundation, challenged
stubborn ways of thinking
and pushed myself (and my
team) to implement acclaimed
best practices. Actionable is
the way to train your whole
team in today’s demanding
corporate environment.”
—DANIELLE LUNDY, SALES MANAGER,
THE FAIRMONT ROYAL YORK HOTEL
WWW.ACTIONABLECONVERSATIONS.COM
COMMUNICATION 23