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Enable Salespeople to Sell on Value, Not Price

It’s a conference room typically reserved for regimented business meetings, but on this winter day, the space transformed into a playground for a small group of sales associates. Each carefully bends and conjoins pipe cleaners in order to build a menagerie of animal figures and trees.

The undertaking isn’t simply an opportunity for distraction, however. In this case, the participants, who are taking part in a workshop by the sales training firm PJ Nisbet & Associates, are getting a lesson in kinesthetic learning. The idea is to help sellers use tactile experiences in future presentations with would-be buyers.

Welcome to the world of sales performance improvement, where clients look for whatever edge they can get in order to gain an advantage over the competition. For the consultancy, which is based in Cambridge, England, United Kingdom, raising top-line numbers is mission number one.

Click here to read the full blog (originally posted on The Stevie Awards Blog).