DISQUS

Fernando Labastida · 8 months ago

Scott, I think the most important thing in sales, especially telephone sales where both parties are at a disadvantage in that they can't see each other's faces or body language (communication is 93% non-verbal), is to have something to show somebody. A sales rep should have a Webex or Gotomeeting ready to do an impromptu demo or presentation, even if you sell an intangible or a service, but have something pretty to show somebody so they can visualize what you're explaining, instead of just trying to verbalize it!

Heather Swanson · 8 months ago

I'm a huge fan of stories. Don't talk to me about features or functionality or any of that stuff - my eyes will glaze over. Tell me a brief, compelling, real-world story about how you helped someone like me know more, do more or sell more. If you're good, you'll get me thinking about how I could apply your solution to real scenarios within my business. And then I'm in, I'm sold. Thanks for doing this, Scott. Looking forward to seeing other comments.

Brenda Pirrone · 8 months ago

Scott, the most important thing in sales is connecting with that audience. Once you make that connection you are able to discover their wants and needs in relation to your product or service. There are many other important steps after that connection, but if you are unable to make that connection the rest of your presentation will be uphill.

Scott Schnaars · 8 months ago

Brenda, really great point. I'm reading Better Beginnings (Carmen Taran) now
and that is the entire premise of the book. Nice suggestion!

Any ideas on how to make that immediate connection that you want to share?

Steve Brewer · 8 months ago

When I sense that a salesperson is willing to be an advocate for helping me accomplish my goals - independently of whether I'll purchase their product, they've sold me on their "long-term" brand - of being a willing partner. I need more advocates. I'll go back to advocates again and again until I find something I can buy from them. And I'll refer others in their direction.

When a salesperson is a champion of my preferences and uniqueness, and represents me internally to their business - I feel like I have someone in my corner when the partnership gets stressed. I need a champion.

Great salespeople land at great companies with great products - that seems to be the way the world works. When a salesperson is open about the uniqueness and value of their companies products compared to the competition, that is refreshing. And I don't need to be convinced that their product is the disputed leader in every aspect - just in the aspects that I care most about. Honesty. Transparency. Understanding my needs.

seamuswalsh · 7 months ago

Twitter, a new norm, would define brevity in 140 characters or less.