Comments on: My Predictions for Sales in 2013

By: S. Anthony Iannarino

S. Anthony Iannarino — Mon, 17 Dec 2012 14:16:00 +0000

So true, Sean. Thanks for sharing your thoughts here!

By: S. Anthony Iannarino

S. Anthony Iannarino — Mon, 17 Dec 2012 14:16:00 +0000

Or maybe a couple millennia ago.

By: S. Anthony Iannarino

S. Anthony Iannarino — Mon, 17 Dec 2012 14:15:00 +0000

I think I agree with you. I notice too many sales organizations looking for quick fixes and easy answers. The fundamentals may appear to be slower, but they’re really faster.

By: S. Anthony Iannarino

S. Anthony Iannarino — Mon, 17 Dec 2012 14:13:00 +0000

Thanks, Bob! I don’t believe these fundamentals ever change.

By: Marc Zazeela

Marc Zazeela — Mon, 17 Dec 2012 12:46:00 +0000

So right Anthony.

Humans are no different today than 100 years ago. We are still social beings who crave contact and interaction. Algorithms and data are no match for that.

Computers cannot measure human emotions and feelings. Only other humans can. While there may be some of us who are content to isolate themselves in an all digital environment, I suspect that most of us would go crazy after a time.

Happy selling.

Cheers,
marc

By: Sean McPheat

Sean McPheat — Mon, 17 Dec 2012 10:16:00 +0000

The knee jerk reaction for any client in a “poor economy” is to try and squeeze as much out of you and pay for as little as possible.

But this in itself is a false economy! You normally get what you pay for and a cheaper tactical solution (vendor/transactional) can never outperform a more strategical approach (relationship/trusted advisor partnership)

The best solutions are created when you can offer some quick wins in amongst a strategic solution – you get the best of both worlds. But the message is clear and has been clear from the day selling was invented….

“It’s a value game”

You need to build the value so much that when you reveal they price the prospect has built up a figure in their mind that is about x 3 the actual amount when you reveal it.

Now that’s value!

Value and relationships rock!

Sean

By: figmentations

figmentations — Mon, 17 Dec 2012 03:28:00 +0000

The tricky part is that when transitioning from a transactional to a value-based mindset, that takes a much bigger time and effort investment than most people are accustomed to giving. That extra effort can make you look and feel unproductive if you aren’t patient enough to let it work itself through.

By: Robert Terson

Robert Terson — Mon, 17 Dec 2012 02:43:00 +0000

I enjoy all your material, Anthony, but this was an especially effective piece. I hope your predictions come to pass, because establishing strong Relationships with your clients/customers and providing them great Value are, and always have been, the “secrets” to top-tier sales success. So, I think you’ve proven what I often say to the young salespeople who call me for help, which is: “The more things change, the more they stay the same.” Sure, there’s been a lot of changes that have taken place in the 45 years since I began my selling career, no doubt about it; but the basics, the cornerstones?…they’re the same.