Comments on: Dumping Information on Prospects is Easy! http://greshes.com/2007/02/28/dumping-information-on-prospects-is-easy/ Speaking of Success Fri, 23 Mar 2012 13:13:46 +0000 hourly 1 http://wordpress.org/?v=3.1.2 By: Warren Greshes http://greshes.com/2007/02/28/dumping-information-on-prospects-is-easy/comment-page-1/#comment-1840485 Warren Greshes Wed, 07 Mar 2007 21:26:00 +0000 http://greshes.com/wordpress/dumping-information-on-prospects-is-easy#comment-1840485 Thanks Jack,<br /><br />Your executive team should give thanks that they have someone in their organization who understands the difference between making a sale and developing a client. In the long run, while they're busy chasing one-shot deals, you'll be bringing in huge amounts of repeat business, along with a basket full of referrals from loyal long-term clients. Keep up the good fight! Thanks Jack,

Your executive team should give thanks that they have someone in their organization who understands the difference between making a sale and developing a client. In the long run, while they're busy chasing one-shot deals, you'll be bringing in huge amounts of repeat business, along with a basket full of referrals from loyal long-term clients. Keep up the good fight!

]]> By: Jack Biersdorfer http://greshes.com/2007/02/28/dumping-information-on-prospects-is-easy/comment-page-1/#comment-1840484 Jack Biersdorfer Tue, 06 Mar 2007 17:23:49 +0000 http://greshes.com/wordpress/dumping-information-on-prospects-is-easy#comment-1840484 Yeah Warren! With baseball spring training underway, your classic fundamentals remind us all, that no matter how good our game is, we all need a tune up. I?m challenged with a new executive team who are all about their product. Worse yet, they believe they're good at sales and miss many of your points. I find sales an easy profession if you can successfully transition your company from a ?vendor? to a "partner". This takes time as you focus on the relationship and learn more about their business. Your investment in this transition will pay dividends as you remind us. Many additional sales opportunities were overlooked when you are busy beating your chest in front of the customer. I continue to use your articles to pepper my executive team as I re-engineer how they think and behave in front of my prospects. <br /><br />Keep up the good work.<br /> Yeah Warren! With baseball spring training underway, your classic fundamentals remind us all, that no matter how good our game is, we all need a tune up. I?m challenged with a new executive team who are all about their product. Worse yet, they believe they're good at sales and miss many of your points. I find sales an easy profession if you can successfully transition your company from a ?vendor? to a "partner". This takes time as you focus on the relationship and learn more about their business. Your investment in this transition will pay dividends as you remind us. Many additional sales opportunities were overlooked when you are busy beating your chest in front of the customer. I continue to use your articles to pepper my executive team as I re-engineer how they think and behave in front of my prospects.

Keep up the good work.

]]> By: Warren Greshes http://greshes.com/2007/02/28/dumping-information-on-prospects-is-easy/comment-page-1/#comment-1840483 Warren Greshes Sun, 04 Mar 2007 04:54:05 +0000 http://greshes.com/wordpress/dumping-information-on-prospects-is-easy#comment-1840483 Diane,<br /><br />Thanks for the incredibly insightful comment. I love the part about "Be useful," and if you can't help them tell them, then find them someone who can. That's the big difference between salespeople who only want to "make a sale" and those whose focus is to "develop a client." There's a big difference. Thanks again.<br /><br /> Diane,

Thanks for the incredibly insightful comment. I love the part about "Be useful," and if you can't help them tell them, then find them someone who can. That's the big difference between salespeople who only want to "make a sale" and those whose focus is to "develop a client." There's a big difference. Thanks again.

]]> By: Diane Helbig http://greshes.com/2007/02/28/dumping-information-on-prospects-is-easy/comment-page-1/#comment-1840482 Diane Helbig Sat, 03 Mar 2007 21:06:08 +0000 http://greshes.com/wordpress/dumping-information-on-prospects-is-easy#comment-1840482 Right on! I've been in sales for years, and now coach salespeople and small business owners who wear the sales hat. Many of them struggle because their focus is on THEIR product or service -- NOT on their prospect's problem. The key is to find out what's going on with your prospect and then identify how your product or service can help them solve their problem. Also, if you can't help them - tell them. If you know someone else who may be able to help them, tell them that too. Be useful; add value. People remember that and even though you may not do business with them, they will probably refer you to others.<br /> Right on! I've been in sales for years, and now coach salespeople and small business owners who wear the sales hat. Many of them struggle because their focus is on THEIR product or service — NOT on their prospect's problem. The key is to find out what's going on with your prospect and then identify how your product or service can help them solve their problem. Also, if you can't help them – tell them. If you know someone else who may be able to help them, tell them that too. Be useful; add value. People remember that and even though you may not do business with them, they will probably refer you to others.

]]>