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This exactly reinforces the advice from a talk Bob Metcalfe gave a year ago. The bottom line, and the secret: Great sales people create an opportunity to fulf
by sanj 18y ago
This exactly reinforces the advice from a talk Bob Metcalfe gave a year ago.
The bottom line, and the secret:
Great sales people create an opportunity to fulfill a commitment -- even when one doesn't naturally exist -- and then fulfill it.
- danprager 18y agoThere have been a few attempts to methodologize a more "consultative approach" to Sales, notably SPIN Selling, Strategic Selling and Solution Selling. The last of these has been the most successful, and interestingly it was cooked up by a tech. support guy, Mike Bosworth, who was "persuaded" to try his hand at Sales. I have tried to summarize the essence of Solutions Selling here: http://dailykibitz.blogspot.com/2009/01/distillation-of-solution-selling.html http://dailykibitz.blogspot.com/2009/01/distillation-of-solu... and have just released a product, bSelling, intended to support this kind of approach: http://dailykibitz.blogspot.com/2009/03/first-web-based-product-released.html http://dailykibitz.blogspot.com/2009/03/first-web-based-prod...