Weekly Sales Thoughts

In which we are reminded to focus on business issues rather than “products at a price” if we want to develop value-based relationships with our clients and prospects.

Unexpected voice mail from an employee we know at one of the banks we use:

“Hi, Nick, this is Susan Smith, I just wanted to touch base with you about some great rates we’re offering on CDs and Money Market accounts. I’ve sent you an email. I hope all is well with the family. Take care.”

Amazingly, I received an almost identical one from our account rep at a computer seller we use:

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In which we learn to be brilliant and be brief when we’re pitching an idea.

What could we learn from the challenges of pitching movie script ideas to production companies?  

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In which we’re reminded that our value comes from our ability to learn, synthesize, and put ideas together.

 

Our visit to our son’s college for Freshman Parents Weekend included reading an article, Secrets of the Super-Learners, from which:

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In which we are reminded that focus helps us build our success faster.

When I took my first full-time sales position as an independent “manufacturer’s rep” representing more than 20 different products, one of the most experienced, successful reps told me,

“Pick one product and get really good at that. Focus all of your prospecting efforts on that. Produce results better than the next guy on that. When you get really good at that, then expand your focus.”

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