Inevitably, at some time or another, you are going to have to say that you are sorry. It doesn't matter what the circumstances are, saying your sorry is simple (which is not the same thing as easy). Start by saying: "I am sorry." Then say: "I understand how what I did hurt … [Read more...]
Brock on Shock and Provocation
August 24, 2009 By 3 Comments
I just read David Brock's (Partners in Excellence) response to: To Sell More, Scare Customer Spitless by Geoffrey James at BNET. I read the original article, In a Downturn, Provoke Your Customers in the Harvard Business Review. I also read the response from Sales Performance … [Read more...]
100 Ways to Succeed in Sales: #9 Sell Where Value Can Be Created
August 22, 2009 By 1 Comment
Sometimes a prospect buys a massive amount of whatever it is you sell. This makes them look like a great prospect. Unfortunately, this isn't always true; sometimes they may be a terrible prospect and should be avoided completely. The question as to whether or not the prospect … [Read more...]
What Do You Really Want?
August 18, 2009 By 1 Comment
Do you want your prospect's time so that you can tell him about your product or service? Do you want to tell her how you have helped your existing customers with their complex needs and challenges? Do you want to tell the prospect all of the ways that your company is … [Read more...]
Don’t Hide From Problems
August 17, 2009 By 1 Comment
Here is a follow up idea from last week's post on Telling Lies vs. Managing Expectations. Now more than ever, those of us in sales are responsible not for the product or service we sell as much as we are responsible for the client's outcome. (This is a topic for another blog … [Read more...]
Growth in Unlikely Places
August 14, 2009 By 1 Comment
I took this picture as I was getting into my car yesterday. It was in the middle of a massive parking lot where there should be absolutely nothing growing. I have no idea what it is, but I believe it is a weed of some kind. What makes this plant (whatever it is) interesting to … [Read more...]
Why You Should Fear Rejection
August 13, 2009 By Leave a Comment
Rejection is part of sales. Your offer isn't right for every prospect. Some of the prospects your offer is right for don't choose you even when you have done everything right. And then there's prospecting and cold calling. The fear of rejection, in it's worst form, manifests … [Read more...]
Telling Lies vs. Managing Expectations
August 12, 2009 By 2 Comments
Clif Reichard, who sells for Ball Corporation and writes for the HBR NOW website, has a post with the purposefully inciting title "Can You Sell Without Lying?" As you might expect, Mr. Reichard comes down on the side of ethical norms, believing that success and honesty are not … [Read more...]
A Lesson in Outcomes
August 5, 2009 By Leave a Comment
Yesterday, President Clinton met with Kim Jong-il to secure the release of two journalists who the North Koreans convicted of entering the country illegally and who were sentenced to 12 years hard labor (which must be as close to Hell as one can imagine). President Clinton … [Read more...]
Sales 1.0 vs. Sales 2.0
August 4, 2009 By Leave a Comment
Not everything about the old sales tools, techniques and processes were good and some were dreadful. But they weren't all bad. Some of the reason the old tools sound "sales-y" is because the object was to sell something. That outcome hasn't changed. Not … [Read more...]
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