What would you have done?

I think we are on the same page and I agree with your assessment of why this behaviors persists. Maybe the use of the term era was a bit Darwinian.

Meaning, those companies with products or services that should be sold from a solution perspective that don't transition will eventually go out of business.

In reality, there probably always will be a need for transactional salespeople for certain types of products and companies that only want a transactional relationship with the Sales Reps.

Quote:

Originally Posted by rwilfong

Houston
As I stated before most people have the need....they may not be interested however, that is the purpose of the sales person is to create interest by showing a way that benefits their business model and end goals.

Success,

Rory Wilfong

I most certainly have no need for your product. All my selling is done face to face with customers who already know me and my products. My job is to find out what THEY need and provide a solution, or alternatively, to show them a solution to a problem they didn't know they had.

Since my territory is fixed, and I do no internet marketing why would I need your product?

Personally, your assumption that A: you know what any of us need with out talking to us first, and B: that you know how to sell to our clients better than we do is insulting and arrogant.

It's hard to sell anything to anyone when being that high-handed

Pat

Quote:

Originally Posted by toolguy_35

I most certainly have no need for your product. All my selling is done face to face with customers who already know me and my products. My job is to find out what THEY need and provide a solution, or alternatively, to show them a solution to a problem they didn't know they had.

Since my territory is fixed, and I do no internet marketing why would I need your product?

Personally, your assumption that A: you know what any of us need with out talking to us first, and B: that you know how to sell to our clients better than we do is insulting and arrogant.

It's hard to sell anything to anyone when being that high-handed

Pat

Pat, very well said. Your post gets to the crux of the issue in this thread.

Selling is less about "telling," and more about "asking."

Skip Anderson

Pat

You are right....I have no idea if you have a need because I do not know your business....however, I did not try and sell you anything. I knew Houston's needs based on his questions at the initial part of this thread.

These posts are simply for informational purposes for different tactics based on experiences and all my comments are quite transparent based on my successes and many other sales reps successes. These are only opinions of what has proven to be very successful strategies for many years and for many years to come versus other reps opinions of what has worked for them. There is no wrong or right....just different ways of doing things. Use the information to empower and motivate.....do not get insulted. Sales reps do not get insulted they just get in front of more people!!

The bottom line if you wait for someone to tell you they have a need instead of discovering that need on your own.....you may be too late. Do not confuse Needs with Interests.

Success,

Rory Wilfong

Quote:

Originally Posted by rwilfong

Pat

You are right....I have no idea if you have a need because I do not know your business....however, I did not try and sell you anything. I knew Houston's needs based on his questions at the initial part of this thread.

These posts are simply for informational purposes for different tactics based on experiences and all my comments are quite transparent based on my successes and many other sales reps successes. These are only opinions of what has proven to be very successful strategies for many years and for many years to come versus other reps opinions of what has worked for them. There is no wrong or right....just different ways of doing things. Use the information to empower and motivate.....do not get insulted. Sales reps do not get insulted they just get in front of more people!!

The bottom line if you wait for someone to tell you they have a need instead of discovering that need on your own.....you may be too late. Do not confuse Needs with Interests.

Success,

Rory Wilfong

"Discovering a need on your own" is good, I agree with that. But there's a difference between "discovering a need" and "assuming a need", and your posts seem to be promoting the latter, which I don't believe is a viable sales strategy.

Presentation of solutions (product or service) without engagement of the prospect is a recipe for sales mediocrity, IMO.

Skip Anderson

Quote:

Originally Posted by rwilfong

Pat

You are right....I have no idea if you have a need because I do not know your business....however, I did not try and sell you anything. I knew Houston's needs based on his questions at the initial part of this thread.

These posts are simply for informational purposes for different tactics based on experiences and all my comments are quite transparent based on my successes and many other sales reps successes. These are only opinions of what has proven to be very successful strategies for many years and for many years to come versus other reps opinions of what has worked for them. There is no wrong or right....just different ways of doing things. Use the information to empower and motivate.....do not get insulted. Sales reps do not get insulted they just get in front of more people!!

The bottom line if you wait for someone to tell you they have a need instead of discovering that need on your own.....you may be too late. Do not confuse Needs with Interests.

Success,

Rory Wilfong

You assumed you knew Houston's needs without asking him directly.

As for being insulted, in that case Houston would have been a customer, not a sales rep, and I assure you, If you had opened a sales call with me in that fashion I would have told you where to head in and then thrown you out.

Pat

Pat

The only way I would have been in front of you is if there was a need either discovered by yourself or by me. After that you can tell me whatever you want....however, there is still a NEED.

Success,

Rory Wilfong

Quote:

Originally Posted by toolguy_35

You assumed you knew Houston's needs without asking him directly.

Presenting a solution to someone who doesn't perceive a need? Is that what is being discussed?

Mikey

It is more like finding people with needs before they find you.

Actually, you are only as good as what you do tomorrow....yesterday is a memory.

Success,

Rory Wilfong

Quote:

Originally Posted by rwilfong

Mikey

It is more like finding people with needs before they find you.

Actually, you are only as good as what you do tomorrow....yesterday is a memory.

Success,

Rory Wilfong

Rory,

Prospecting is finding people with needs before they find you. Most salespeople prospect. Prospecting is a good thing. I think most or all people that participate at Salespractice would agree with that.

But the posts in this thread aren't criticizing you for prospecting. They're criticizing you for pitching a product/service without engaging the prospect first, and without getting the prospect to identify his need in his own mind. Pitching before engagement is a poor sales practice in my opinion. Prospects hate to be pitched in that manner, and that's one reason that the sales profession doesn't always have the best reputation.

Successful selling is much more subtle than just pitching product to everyone that the salesperson thinks needs his product or service. It appears that you are either blind to that subtlety or refusing to accept that it exists.

Skip Anderson

What would you have done?

Sales Forum