Archive: Selling Methodologies
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Jan 08, 2010
No CommentsCommodity vs. value
How to add value to a customer over time and focus less on closing...
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Jan 06, 2010
No CommentsAvoid the single track
Avoid single-track selling in sales - this Dilbert post gets it absolutely...
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Jan 02, 2010
No CommentsThe court of selling (not the law one)
In a technical sale, there is always the tension between the “tech guys” and the “sales guys.” I’ve worked in a few industries where we sold as a team and needed a highly-trained tech person to help us sell. In all these cases, we struggled with how involved the tech person should be. Most sales...
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Dec 29, 2009
No CommentsWell…..this product does not look so great
Good way to sell software or another product that has some...
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Dec 07, 2009
No CommentsTime is money
We tried out a little negative reverse selling, a classic Sandler technique. For me, it is the core of selling…. The results were interesting. As we went through a pipeline review, one person cleared all the crap out of the pipe. I was worried that there would be nothing left. Still, we found plenty of...
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Dec 02, 2009
No CommentsSelling and religion
I read an interesting post about some comments from a GE business unit CIO on open source. Basically, this CIO said open source is dangerous – not enough to run business on. He referenced ERP systems and Oracle databases as apps that can never be “open-sourced.” This blog is about selling, so I’m not going...
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Oct 21, 2009
1 CommentEnough training!
Training is a good thing – I got a lot out of our last training class. Chip Doyle (http://www.train2improvesales.com/) was awesome. I got a lot out of it. The results were not so good with our tech team. We included them to make sure we were all on the same page. They took the training...
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Sep 07, 2009
No CommentsLabor Day Selling
Labor Day is a good thing – a day no one has to work (that’s how it should work). Salespeople can’t work anyway. No one is there to talk to, so there’s no “labor” needed. People always want me to know they are working hard: making calls, getting meetings, filling out RFPs, working on demos....
