RSSSales is resistant to change
Jan 29, 2010 Sales Related
Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I believe this when the internet has become such a powerful force in sales?
Because we continue (against any rational measure) to focus ’sales’ on solution placement (yes, yes, that includes uncovering needs and understanding buyers) when we have all of the data we need to understand that 1. we close a small fraction of our prospects; 2. we waste a huge amount of time for the relative success we get; 3. buyers who need our solutions do not necessarily buy.
Read the rest of this entry »
Tags: change, Dale Carnegie, Permission Marketing, prospects, sales, selling model, SPIN
Spin and the Consultative Sales Model
Dec 6, 2007 Friends and Partners
Neil Rackham is a friend of mine. He’s a really good guy – even though he’s off writing children’s books now and basically retired (and I’m jealous as hell).
Since I’m getting heavily and happily into the Collaboration of all of the aspects of support around the Sales Profession, I thought I’d spend an entire blog just on Consultative Sales.
Tags: Buying Facilitation®, consultative sales, Dave Sandler, Niel Rackham, Sales on the Line, Sales Profession, SPIN
Changing The Paradigm: Is A 200% Increase In Sales Possible?
Jul 17, 2006 Sales Related, Top Posts
In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to tell you that there is indeed a wholly original new sales process. But are you willing to change what you’re doing to get different results? My history of changing the sales paradigm over the past 16 years has told me that it’s highly unlikely that you are, and you’d rather keep the status quo and work around its inefficiencies (i.e. hire more sales people to make up the slack, cut back on training, reconfigure regions to save personnel) rather than change. And I find it perplexing.
Read the rest of this entry »
Tags: acceptance, buyer, change, interaction, prospects, sales model, SPIN
