Sales Blog - Why prospects won’t do business with a sales person.

According to a North American study, here are some of the reasons given for not dealing with a salesperson:

• Not following the company’s buying process (26%)
• Not listening to customer’s needs (18%)
• Not following up (17%)
• Being pushy, aggressive or not respectful (12%)
• Not explaining the solution objectively (10%)
• Making exaggerated or inaccurate claims (6%)
• Not understanding the company’s market (4%)
• Being too familiar (3%)
• Not knowing or not respecting the competition (2%)

Harvard Business Review, July/August, 2006

This is an affirmation of some of my past podcasts and entries on the endless line-up of sales gurus claiming to have the ultimate sales process to sell you. The best process is the process the client uses to buy. This comes getting good at rapport, asking the right questions, an being mindful of the stage of relationship development we are in with the client.

Shane Gibson

June 12, 2008 · Filed Under Sales Blog |

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Sales Blog Entry - From My Mentor Fred Shadian - “Imagine life being………”

My mentor Fred Shadian sent this to me…I thought it was great…

Imagine life being exactly the way you would like for it to be. Imagine working easily and naturally through the challenges that each day presents.
Imagine creating real and lasting value as the result of your efforts. Imagine moving steadily in the direction of your most treasured dream.

Imagine reaching that dream and then building an even more magnificent dream to take its place. Imagine the sense of fulfillment and purpose that comes from living true to the authentic person you are.

Imagine spending each day making a positive contribution****ion to the world in which you live. Imagine making a difference in the lives of those around you.

Imagine the beauty and richness of a life fully lived. Imagine a world in which that fulfillment spreads quickly and easily from one person to another.

Imagine life at its best, and in your imagining experience every detail, every sound, every color, every texture, every feeling. Then take a deep breath, hold your head up, step forward and truly make it happen.

– Ralph Marston

July 10, 2006 · Filed Under Leadership |

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