Comments on: "Banner Blindness" in Real World Sales http://www.ianbrodie.com/strategy/banner-blindness-in-real-world-sales/ More Clients in Less Time, Even if You Hate Selling Wed, 08 Feb 2012 13:26:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Skip Anderson http://www.ianbrodie.com/strategy/banner-blindness-in-real-world-sales/comment-page-1/#comment-50 Skip Anderson Sun, 01 Jun 2008 20:37:02 +0000 http://www.lighthousebc.co.uk/blog/?p=39#comment-50 Ian, I really like your analogy of banner blindness. It made me think of this: I work with a lot of companies that sell in the retail environment. A "sale" has become a blindness issue because consumers expect items to be on sale in many retail environments. Your suggestion to get appointments with business clients by presenting quality reports or white papers is a valuable one. Ian, I really like your analogy of banner blindness. It made me think of this:

I work with a lot of companies that sell in the retail environment. A “sale” has become a blindness issue because consumers expect items to be on sale in many retail environments.

Your suggestion to get appointments with business clients by presenting quality reports or white papers is a valuable one.

]]> By: Tim Rohrer http://www.ianbrodie.com/strategy/banner-blindness-in-real-world-sales/comment-page-1/#comment-49 Tim Rohrer Sat, 24 May 2008 17:45:23 +0000 http://www.lighthousebc.co.uk/blog/?p=39#comment-49 Ian, you have hit the mark again. Sellers are marketers of themselves and their products and their marketing efforts must evolve as the world around them changes. There used to be such a thing as "door-to-door" salesmen who walked the neighborhood streets with encyclopedias or cookware. Multiple changes to society have made that type of selling obsolete for all but Girl Scouts. For sellers, it's adapt or die. Ian, you have hit the mark again. Sellers are marketers of themselves and their products and their marketing efforts must evolve as the world around them changes. There used to be such a thing as “door-to-door” salesmen who walked the neighborhood streets with encyclopedias or cookware. Multiple changes to society have made that type of selling obsolete for all but Girl Scouts. For sellers, it’s adapt or die.

]]> By: Karl Goldfield http://www.ianbrodie.com/strategy/banner-blindness-in-real-world-sales/comment-page-1/#comment-48 Karl Goldfield Thu, 22 May 2008 04:51:18 +0000 http://www.lighthousebc.co.uk/blog/?p=39#comment-48 Ian, You have hit it on the mark. In today's environment if you are not leading with real value: 1. either tangible results that someone that matters to the prospect achieved, Yes, they have to able to call them. 2. or value in the initial meeting and everyone thereafter. One thing I teach people to do is find relevant content about their prospect's industry to share ahead of time. I did this just today. One of my prospects is at a trade show and very busy. I learned that a major competitor just consolidated their business channels and renamed the entire company in an effort to go public. When I shared this information, information that my prospect did not know, I became more valuable. Someone who can get the jump on information he needs is someone he wants on his side. Ian,

You have hit it on the mark. In today’s environment if you are not leading with real value:

1. either tangible results that someone that matters to the prospect achieved, Yes, they have to able to call them.

2. or value in the initial meeting and everyone thereafter.

One thing I teach people to do is find relevant content about their prospect’s industry to share ahead of time. I did this just today. One of my prospects is at a trade show and very busy. I learned that a major competitor just consolidated their business channels and renamed the entire company in an effort to go public. When I shared this information, information that my prospect did not know, I became more valuable. Someone who can get the jump on information he needs is someone he wants on his side.

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