Comments on: How (not) To Make An Impression http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/ Strategies and tools for successful selling, making your number, and increasing your commission. Fri, 12 Mar 2010 19:12:08 +0000 http://wordpress.org/?v=2.6.2 By: nesh thompson http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/#comment-1764 nesh thompson Fri, 30 May 2008 15:26:50 +0000 http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/#comment-1764 After just reading Brad's woes with the boat salesman on salesmanagement 2.0 I think this comes very close to what epitomises sales frustration from business professionals. I for one hate that powerpoint mentality that forces a prospect down one linear train of thought. It insults a person's intelligence and greatly reduces the common ground between solution and problem. It also insults a sales person if a company trains someone to become essentialy an automaton. As you allude to, when they are forced off their script, they flounder. What kind of skills are these people being taught? After just reading Brad’s woes with the boat salesman on salesmanagement 2.0 I think this comes very close to what epitomises sales frustration from business professionals.

I for one hate that powerpoint mentality that forces a prospect down one linear train of thought. It insults a person’s intelligence and greatly reduces the common ground between solution and problem. It also insults a sales person if a company trains someone to become essentialy an automaton. As you allude to, when they are forced off their script, they flounder. What kind of skills are these people being taught?

]]> By: Skip Anderson http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/#comment-1761 Skip Anderson Wed, 28 May 2008 12:10:29 +0000 http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/#comment-1761 Why are salespeople so prone to pitching product? It's unfortunate. Whoever once said "people don't care what you know until they know that you care" was right on the money. Salespeople must resist the temptation to pitch product until they've developed an understanding of the prospect's situation. I think prospects absolutely hate the product pitch unless it's tailored to the specific needs and situation of the prospect. Why are salespeople so prone to pitching product? It’s unfortunate.

Whoever once said “people don’t care what you know until they know that you care” was right on the money. Salespeople must resist the temptation to pitch product until they’ve developed an understanding of the prospect’s situation. I think prospects absolutely hate the product pitch unless it’s tailored to the specific needs and situation of the prospect.

]]> By: Koka Sexton http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/#comment-1760 Koka Sexton Tue, 27 May 2008 02:00:57 +0000 http://www.firstborder.com/sales-blog/2008/05/24/how-not-to-make-an-impression/#comment-1760 AS a sales guy sometimes the last thing I want to experience is a bad sales presentation. People in sales positions that have ONE way of doing business and not being able to adapt to other people will consistently lose deals. Asking what the customer wants in order to be convinced is the best key. AS a sales guy sometimes the last thing I want to experience is a bad sales presentation. People in sales positions that have ONE way of doing business and not being able to adapt to other people will consistently lose deals. Asking what the customer wants in order to be convinced is the best key.

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