Comments on: Three Painful Truths for Business Developers

By: Staying “Front of Mind” with Referral Partners - Sales Voices - What’s Being Talked About Elsewhere

Sat, 28 Feb 2009 03:42:31 +0000

[...] products and services is that they are bought relatively rarely. As I detailed in Three Painful Truths for Salespeople this means that whenever you make a proactive sales outreach to a potential client, the chances are [...]

By: Staying “Front of Mind” with Referral Partners | Sales Excellence Sales Blog

Tue, 10 Feb 2009 20:30:10 +0000

[...] Three Painful Truths for Salespeople [...]

By: Sean McPheat

Sean McPheat — Sat, 13 Dec 2008 08:20:40 +0000

A fact that is often overlooked by sales people is that your prospects are over sold to as you mention in point number 1.

In fact, some of them have been sold to more times than the sales person has indeed attempted to sell.

So your prospects are more sales savvy than ever before and you need to appreciate that when you make your cold call the prospect has heard the same old approach a dozen times already.

So what will make you different?

Being different is more effective than being better nowadays. You can offer the best products in the world but if your approach is just like all of the others it will be hit or miss as to whether you get in the door.

Sean Mc

By: Ian Brodie

Ian Brodie — Fri, 12 Dec 2008 16:28:09 +0000

Well, someone else’s doing Skip. Surely not you and me – lol!

By: Skip Anderson

Skip Anderson — Fri, 12 Dec 2008 14:36:18 +0000

Ian, in my book manuscript I have “Ten Truths About Selling” and one of them is “Customers don’t trust sales people.” That’s a fact that we all have to face and work especially hard to compensate for. A lot of it, unfortunately, is our own doing over the years of treating customers in a less-than-desirable fashion.