Your Baby Is Ugly

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Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the … [Read more...]

Moving from the Spreadsheet to Irrational Logic

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Logic is a powerful tool. With the development of our massive neocortex we have the ability to use logic instead of emotion alone. This trend begins with the Greeks and goes right on through the Age of Reason to where we are today. Most of the time we believe that logical … [Read more...]

Mind Share or The Spreadsheet

Mindshare or the Spreadsheet

You have a choice of where and how you compete. You can choose to compete on the battlefield that is “mind share.” Or you can compete on the battlefield that is “spreadsheet.” It feels like “mind share” is more difficult. You have to get into the process much earlier, long … [Read more...]

Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

Dear Client. You Are Wrong.

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The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way they want it). When you call a … [Read more...]

It’s Hard to Tell the Truth

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It’s harder to tell the truth than to tell people what they want to hear. The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The truth is that things may have to get … [Read more...]

A True Story About Arm’s Length Decision-Making

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Salespeople often get a bad rap, sometimes deservedly so. But some purchasing managers can hang with the worst of them. All the following events are true. The salesperson's business is predominantly driven by RFPs and a process that is normally run by brokers. When this isn’t … [Read more...]

On Seemingly Adversarial Questions

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The contact sitting across from you appears to be adversarial. She’s asking the toughest of tough questions. She’s incredulous when you respond, even though you are giving her the pure, unadulterated truth. When you explain your answers further, clarifying your responses, she … [Read more...]

If You Were In Your Buyer’s Shoes

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If you were in your buyer’s position right now, what would you do? Would you buy what you are trying to sell them? Do you believe that what you are selling is absolutely, unequivocally going to help your buyer produce the results that they need right now? If you were your buyer, … [Read more...]

On Post Traumatic Recessionary Stress Disorder

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The hangover from the recession is, unfortunately, still with us. Just like the Great Depression, the Great Recession has left a lot of people with deep psychological scarring. Let’s call it “Post Traumatic Recessionary Stress Disorder.” After the Great Depression, people … [Read more...]