Comments on: Yes. You Have to Sound Like a Salesperson.

By: Conrad Barnett

Conrad Barnett — Tue, 29 Jan 2013 19:32:00 +0000

Excellent article. Selling is the discovery of need based on clients fears. And if we can uncover that then we will be most successful.

By: Blaž

Blaž — Mon, 31 May 2010 07:49:04 +0000

Anthony,

great articles! Just “disovered” you and am spreading links. We implement various sales systems in companies that provide technology based solutions to other businesses and we are quite experienced – and can competently comment that all of your articles are #1 content.
Thanks!

Regards, Blaž

By: The Softness Epidemic: Sales is Getting Too Soft

The Softness Epidemic: Sales is Getting Too Soft — Sun, 14 Mar 2010 17:11:46 +0000

[...] It has everything to do with how we in the business behave and the failures that occur from these behaviors. Here are three areas where sales problems are driven by salespeople refusing to act like salespeople. [...]

By: Jim Powell

Jim Powell — Thu, 14 Jan 2010 15:15:46 +0000

Hi Tony – that makes sense, Lets say one holds this belief (or more accuratly this belief holds one) – then if a sales person holds this belief that a potential customer will be able to find what they want on the internet, then they feel that making a cold call for example is a waste of time or slip into buyer empathy, “why bother someone, they probably already have what they want and will have no need for my service, I will just seem like a pest.”

The enemy of a sale person is the belief they hold about suspects / prospects – why would they need me?, if they wanted my services they could or would find them on-line.? Of course it helps if companies have an on-line presence to aid visibility, nothing wrong with that at all. But on-line presence eduactes and does not sell aswell as a conversation bewteen buyer and seller.

Do you worry what the prospect may think of you calling them? Does it stop you calling? Would you rather find out if the prospect has really got what they need or will you assume they have. CAn you sell through the No? You say you are fairly happy with what you have already? What does fairly happy mean?

By: Toni Parsons

Toni Parsons — Wed, 13 Jan 2010 12:12:58 +0000

Great Post, with some great points.

I personally believe the negative attitudes to sales people dont come from mistrust but more from the fact that people believe they know what they want and how best to get it(even if this may not be the case).
Especially with technology theses days like the internet research for a certain product or service can be easily looked into and sourced if needed. A call from a sales person could be percieved as someone trying to sell them something they dont need or doesnt provide them with better vaule because they have already sourced what they need at the bst value.

This is of course just my opinion.

Hope my comments make some kind of sense.

By: Jim Powell

Jim Powell — Wed, 13 Jan 2010 08:25:47 +0000

Great post. Some of the problems stems from what one needs to be sales person in the modern times, your comments are spot on about hirings. It is too easy to become as sales person – a business card is sometimes the only qualification a sales person has. Sales needs to be seen as a profession again that requires training and skills.

It is because of people’s bad experience with other sales people they dont like to be labelled as a sales person either. So if the sales person does not like the label what must they think about themselves, well thay may seem themsleves as a nusiance or pushy.

if you were to be play word asscociation with some one what would they say if you listed these

Hospital
Table
Curtains
Fire
Sales person

How many people would say helpful, curious, patient, trusted advisors, talented, well trained.

To answer one of your questions retail is still very bad in my opinon as is mobile phone newtorks.

colours, red to remember, blue to forget.

By: J. Scott

J. Scott — Wed, 13 Jan 2010 03:18:13 +0000

Anthony, Knocked it out of the park! I’m sharing w/my network.
Scott

By: S. Anthony Iannarino

S. Anthony Iannarino — Wed, 13 Jan 2010 01:08:50 +0000

Thanks for the comment, Tibor. I often wonder myself. I also wonder why change the titles from things like sales rep to business development. Sales will continue to have a stigma, unless we wear the title proudly and behave accordingly.

By: S. Anthony Iannarino

S. Anthony Iannarino — Wed, 13 Jan 2010 01:06:38 +0000

It stays black then, Chris. Thanks for the comment!

By: Tweets that mention Yes. You Have to Sound Like a Salesperson. -- Topsy.com

Tweets that mention Yes. You Have to Sound Like a Salesperson. -- Topsy.com — Wed, 13 Jan 2010 01:03:12 +0000

[...] This post was mentioned on Twitter by CindyKing, Skip Anderson, Renbor, davidabrock, Juan Lulli and others. Juan Lulli said: Caveat: First sound lke a Trusted Advisor |RT @wendyweiss RT @iannarino -Sound Like a Salesperson http://bit.ly/5EFSZS #sales #salestip #b2b [...]