« A Sales History Lesson | Main | How to Shorten Your Sales Cycle »

Comments

Charlie Cook

Jill,

Good point. In marketing, small business and otherwise the word is niche, niche niche, right? Become an expert at a specific task or at solving a specific problem and you'll stand out from your competitors.

Stay in touch,

Charlie Cook
www.marketingforsuccess.com
Small Business Marketing Strategy, Ideas, and Marketing Plans

John White - White Consulting

Once again Jill, you've hit the nail right on the head. I can't tell you how many times I've been working with a rep who immediately throws out a "laundry list" of offerings, as the prospect's eyes glaze over.

I call this 'goin fishin.' It's not only ineffective, it sets the sales rep up as an inexperienced amatuer in the eyes of the prospct. This rep will have a hard time ever getting in to see 'Mr. Buyer' again.

_____________

As for one-stop shopping, there really is no such thing. No matter how good you are, no matter how thorough, there will always be a "hole" in your offer, and a really good sales rep will find it and exploit it.

One of the redeeming values of competition is its mandate for evolution (there will always be something better out there, or on the way). No one company can corner the market on everything that's good. The smart buyer knows this, and will always be looking. So much for 1-stop.

JRDickens

This relays my sentiments exactly. This is why I get so frustrated doing joint sales calls. I love joint sales calls but only when I am in a lead position. I often get paired up with someone whose philosophy is to throw enough trash at a wall, some of it is bound to stick. I feel incompetent by association.

Cassim NAWSHAD

I AM OPPERATING IN A VERY COMPETITIVE MARKET IN THE SALES OF BICYCLES IN MAURITIUS AND DESPITE THAT I AM NEW IN THIS FIELD I AM DOI NG QUITE WELL AND THAT DUE TO MY DETERMINATION.I WANT TO KNOW HOW TO OVERCOME COMPETITORS SELLING THE SAME PRODUCT AND DEALING WITH MOST IF NOT ALL OF MY CUSTOMERS.ONE OF THEIR WEAPOPN IS TO SELL ON CONSIGNMENT.HOW TO OVERCOME THIS PROBLEM.

Jacques de Villiers

Hi Jill,

Thanks for giving me permission to publish this article on my website. Check it out here http://www.motivators.co.za/index.asp?pgid=126

Regards

Jacques de Villiers

The Gift Guy

Jill, your website is an absolute gem, and some of the points you raise are embarassingly pertinent. I can relate to what you're saying, as going in to sell corporate gifts to a customer and then taking on loads of other things that I couldn't necessarily execute properly is a past syndrome I've been largely cured of. Still cringe when I think of some of the jobs that I've taken on in the past, and the stress caused by this!

The comments to this entry are closed.

Contact Info

  • Phone: 651.429.1922
    jill@jillkonrath.com
    Twitter: @jillkonrath

Twitter Updates

    follow me on Twitter
    Blog powered by Typepad