I've been wrong all along - I have to apologize to all of you.

Rory, and thus the term "spray & pray" ... where inexperienced SRs throw everything on the table hoping something will stick.

Can't "sell" if you don't know ... Can't find out if you don't ask ... LISTENING is the hardest part to teach/learn...

Good luck & Good selling!
Pat

Quote:

Originally Posted by rwilfong

Agreed.....you must ask questions to develop your sales approach to meeting their needs. Too many sales reps I work with feel the need to "Throw Up" on the Prospect from the Get-Go spewing their pitch all over the place without direction and or end.

Your reply in this thread Rory seems to contradict your replies in this thread: What would you have done?

How do you reconcile the differences?

Houston

I appreciate you noting my comments however, I disagree. The solution is not always cut and dry and I have never stated that you should not listen and ask questions....these are key components to a long term successful business relationship.

Success,

Rory Wilfong

Is the message that selling fundamentals haven't changed but prospecting methods have?

Houston I believe your problem is understanding the difference between having A Need and having An Interest.

Success,

Rory Wilfong

Quote:

Originally Posted by realtor

Is the message that selling fundamentals haven't changed but prospecting methods have?

I too believe that prospecting and lead generation techniques have seen changes but not selling fundamentals.

10:44 AM

"LISTENING is the hardest part to teach/learn..." Pat

I would add "along with asking questions relevant to the needs of both prospect and seller." I did a training yesterday - Saturday - and emphasized just that, that in our educational system prone to give us lots of selective information to memorize with some analytical skills thrown in, we aren't trained to listen attentively with the intent to understand nor are we trained to ask relevant questions to get at the heart of a matter at hand.

Whether cold or warm calling those two skills will always improve performance. Always!

MitchM

Mitch, with one caveat, you've hit the nail in your comment about, "asking questions relevant to the needs of both prospect and seller." The caveat being, early in the process, you can't be assured about your questions being about this specific client. So, the relevance to the prospect is not evident early-on.

Consequenlty, the adept SR makes minor assumptions predicated upon personal experience OR their sensitivity to this type of business. Examples:
1. "What is it about your competition which keeps you up at night?"
2. "What would your shareholders like to see you do this fiscal year?"
3. "What major projects in your department are currently funded?"
4. "How will your competition react to the current issues in the economy?"
5. "How is your company affected by the strength of the Cdn dollar?"

Strong questions which could point the SR down a business-related path ... BUT ... there is no inherent promise in any of the above which implies includes your offering. These type of questions combined by the SR who is listening intently and can apply good business skills, should evolve into a meaningful opportunity.

There will be many forks in the road ... be patient!

Good luck & Good selling!
Pat

I apreciate your experience in that, Pat. Obviously our business worlds are different and you've got a lifetime of experience behind you to draw from - I've sought out conventional business training and influence from pros from various disciplines believing that there's something to be learned and applied to what I do and that has proven true.

So from what you just posted, Pat, I think it's not just the assumptive questions and door opening questions sense there's no inherent promise of anything, rather, it's giving the prospect an opportunity to explore decision making (in the Sharon Morgan syle it reads to me) AND being attentive to the conversation with the intention of clarity and right direction.

Am I getting that right? I think I am.

MitchM

	#21
OUTSource Sales "Top Sales Expert"	"Spray & Pray" Rory, and thus the term "spray & pray" ... where inexperienced SRs throw everything on the table hoping something will stick. Can't "sell" if you don't know ... Can't find out if you don't ask ... LISTENING is the hardest part to teach/learn... Good luck & Good selling! Pat __________________ OUTSource Sales Consulting Visit us: www.OUTSource-sales.net

	#23
rwilfong	Houston I appreciate you noting my comments however, I disagree. The solution is not always cut and dry and I have never stated that you should not listen and ask questions....these are key components to a long term successful business relationship. Success, Rory Wilfong

	#24
realtor	Is the message that selling fundamentals haven't changed but prospecting methods have?

	#27
MitchM	I Would Add "LISTENING is the hardest part to teach/learn..." Pat I would add "along with asking questions relevant to the needs of both prospect and seller." I did a training yesterday - Saturday - and emphasized just that, that in our educational system prone to give us lots of selective information to memorize with some analytical skills thrown in, we aren't trained to listen attentively with the intent to understand nor are we trained to ask relevant questions to get at the heart of a matter at hand. Whether cold or warm calling those two skills will always improve performance. Always! MitchM __________________ Twelve Years Helping People Feel Better, Live Better, Do Better http://mitch-mitchsblog.blogspot.com/ Last edited by MitchM : 02-10-2008 at 10:44 AM. Reason: Add words and quotation mark for clarity

	#28
OUTSource Sales "Top Sales Expert"	Bingo!! Mitch, with one caveat, you've hit the nail in your comment about, "asking questions relevant to the needs of both prospect and seller." The caveat being, early in the process, you can't be assured about your questions being about this specific client. So, the relevance to the prospect is not evident early-on. Consequenlty, the adept SR makes minor assumptions predicated upon personal experience OR their sensitivity to this type of business. Examples: 1. "What is it about your competition which keeps you up at night?" 2. "What would your shareholders like to see you do this fiscal year?" 3. "What major projects in your department are currently funded?" 4. "How will your competition react to the current issues in the economy?" 5. "How is your company affected by the strength of the Cdn dollar?" Strong questions which could point the SR down a business-related path ... BUT ... there is no inherent promise in any of the above which implies includes your offering. These type of questions combined by the SR who is listening intently and can apply good business skills, should evolve into a meaningful opportunity. There will be many forks in the road ... be patient! Good luck & Good selling! Pat

	#29
MitchM	Detailed Caveat & Implications I apreciate your experience in that, Pat. Obviously our business worlds are different and you've got a lifetime of experience behind you to draw from - I've sought out conventional business training and influence from pros from various disciplines believing that there's something to be learned and applied to what I do and that has proven true. So from what you just posted, Pat, I think it's not just the assumptive questions and door opening questions sense there's no inherent promise of anything, rather, it's giving the prospect an opportunity to explore decision making (in the Sharon Morgan syle it reads to me) AND being attentive to the conversation with the intention of clarity and right direction. Am I getting that right? I think I am. MitchM

I've been wrong all along - I have to apologize to all of you.

Off Topic Discussion