Comments for Selling Has Value

Comment on Feel the CRM by Oliver Lopez

Oliver Lopez — Sat, 11 Feb 2012 10:50:13 +0000

Wel... I do agree on the CRM part, but not for the organizing your day part. This can be done in the CRM but could also be managed outside it. The main focus for the CRM are the other things you pointed out.

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Comment on The Excuse Department is Closed (Part 1) by Tweets that mention The Excuse Department is Closed (Part 1) | Selling Has Value -- Topsy.com

Mon, 07 Feb 2011 16:00:53 +0000

[...] This post was mentioned on Twitter by SHV, SHV. SHV said: New post "The Excuse Dept is Closed (Part I)" http://bit.ly/gElgSh - do you have these motivations or biases? [...]

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Comment on Consultant or closer? by CT

CT — Thu, 11 Nov 2010 20:04:39 +0000

Well Marcus, The first thing to do is to make sure the people know they are lacking in this area. Then, you need to work with them to get them to close. People can learn it. Still, at some point, you can't keep salespeople who can't close.....

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Comment on Consultant or closer? by Marcus Garvey

Marcus Garvey — Thu, 11 Nov 2010 14:18:28 +0000

So what do you do if you have a 'closing problem'? Fire the consultants?

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Comment on 5 tactics to move from “considering” to “closed” by Paul

Paul — Fri, 05 Mar 2010 17:05:23 +0000

@Mark – Hi Mark,

Thanks for the comment! Sounds like you had a 25% return using that email. That actually seems like a relatively decent return rate. You might want to consider some slight language testing with that email (trying some variations of the same theme) – if you can get the response rate up from 25% to 50% or better in the future you might have a pretty good additional tool to use for those non-responsive customers.

Reply – @Mark<\/a> - Hi Mark,\r\n\r\nThanks for the comment! Sounds like you had a 25% return using that email. That actually seems like a relatively decent return rate. You might want to consider some slight language testing with that email (trying some variations of the same theme) â�� if you can get the response rate up from 25% to 50% or better in the future you might have a pretty good additional tool to use for those non-responsive customers.'); return false;">Quote

Comment on 5 tactics to move from “considering” to “closed” by Mark

Mark — Fri, 05 Mar 2010 16:34:49 +0000

This "What did I do wrong email" seldom works for me. I think I have tried it four times, and it has worked just once. The other three were met with silence.

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Comment on Scariest question in the world by Paul

Paul — Wed, 20 Jan 2010 00:58:40 +0000

Originally Posted By Andrea
if your prospect is having concerns, better to deal with them now than later.

Hi Andrea - you are so right about that! You don't do yourself (from a sales perspective) or the customer any favors by avoiding concerns, issues, or challenges. Deal with them upfront and you can get past them (or not), but either way you know where you stand immediately! Thanks for the comment! - Paul

Reply - Originally Posted By Andrea<\/a>if your prospect is having concerns, better to deal with them now than later.<\/blockquote>\r\n\r\nHi Andrea - you are so right about that! You don\'t do yourself (from a sales perspective) or the customer any favors by avoiding concerns, issues, or challenges. Deal with them upfront and you can get past them (or not), but either way you know where you stand immediately!\r\n\r\nThanks for the comment!\r\n\r\n- Paul'); return false;">Quote

Comment on Scariest question in the world by Andrea

Andrea — Tue, 19 Jan 2010 23:57:14 +0000

Well said! Thanks for expanding on that. People fear asking because they don't want that NO. Yet, if your prospect is having concerns, better to deal with them now than later. No gives us a lot of information because it allows us to take the next step and ask with curiosity, "Why?"

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Comment on We designed it to do that! by Craig Tobey

Craig Tobey — Tue, 05 Jan 2010 16:11:16 +0000

I hear you - my post above was meant for salespeople to listen to their customers way before they ever need to make the statement. It is amazing to me how we in sales/marketing focus more on our language than our customer's language. Most of the time, they can tell you (if you listen carefully) what they need. Frankly, I've also struggled with analyst definitions at time as well. I understand the need to generalize markets, but customers and products do not always fit in. I really believe you are stronger as a salesperson (meaning that you will sell more and be successful) when you are clear about things your product does not do. Software buyers are more mature now, and they can tell fads from what the business really needs. The fads in IT trends often cause this kind of selling when people are jumping into a new area. Thanks for the comment - I enjoyed the anti-resolutions! I'm going to make it a point to tell someone what our product does not do this week!

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Comment on We designed it to do that! by Jeffrey mann

Jeffrey mann — Tue, 05 Jan 2010 09:39:19 +0000

I'm not sure that we are actually saying the same thing. Salesmen should only say "we designed it for that" when it is actually the case. That also sounds obvious, but when a product conceivably could be stretched and twisted to serve a particular need, salespeople will too often sell that product to the customer, or try to convince analysts that it really is in that market. I used the example of using a heavy duty flashlight to drive in a nail, but I've also seen simple discussion forums sold as a document management platform, HTML editors sold as CRM systems, mashup tools sold as complete portal development environments. I have also encountered sales people who tell me that No, this is not the right product for what you need to do. Those are the ones who earn my respect, and later business.

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