Episode #101: Contribute Relevant Value to Be Heard, with Jill Harrington

Standing out from other sellers is a constant challenge. But if you think selling benefits will set you apart, think again. Today, everybody’s wise to that approach. Join Jill Harrington, President of salesSHIFT and author of Uncommon Sense, as she shares her methods for gaining (and keeping) the buyer’s attention by going beyond run-of-the-mill benefits. By focusing on listening and understanding your customer’s point of view, you’ll know what’s relevant to them and what evidence you can use to persuade them to buy.     Guest: Jill Harrington (https://linkedin.com/in/jillharrington) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources:   • 7 Steps to Building a Customer Obsessed Culture In Your Sales Organization https://sforce.co/2ywfZ3v   • How to Align Your Sales Organization to Your Customer Needs https://sforce.co/2McAGmZ   • The #1 Threat to Your Sales Success in 2018 http://bit.ly/2KbbxZr