Comments on: Are You Promoting Yourself Or Your Prospects and Customers? http://salesmarks.com/archives/are-you-promoting-yourself-or-your-prospects-and-customers/ Resources for Sales and Small Business Tue, 09 Mar 2010 02:54:38 -0500 hourly 1 By: Dimitrije Ilankovic http://salesmarks.com/archives/are-you-promoting-yourself-or-your-prospects-and-customers/comment-page-1/#comment-735 Dimitrije Ilankovic Thu, 27 Dec 2007 17:53:21 +0000 http://www.salesteamtools.com/2007/12/18/are-you-promoting-yourself-or-your-prospects-and-customers/#comment-735 Thanks for your quick reply to my comment, I think that I understood the idea behind your reply. Therefore we are talking about determining if there is a problem in the overall functioning of the relationship and/or if the problem is preventing our joint development (and where I come from we are talking about over-proportionate development), and by simply solving this issue, or even if necessary, proposing somebody else for solving the issue in question, we create the further potentials for yourself towards that specific customer. Hm, when I think again about what I just wrote, this sounds like a game of chess: sacrifice one figure if it will enable you to win the match. Thanks for your quick reply to my comment, I think that I understood the idea behind your reply. Therefore we are talking about determining if there is a problem in the overall functioning of the relationship and/or if the problem is preventing our joint development (and where I come from we are talking about over-proportionate development), and by simply solving this issue, or even if necessary, proposing somebody else for solving the issue in question, we create the further potentials for yourself towards that specific customer.

Hm, when I think again about what I just wrote, this sounds like a game of chess: sacrifice one figure if it will enable you to win the match.

]]> By: Bill Caskey http://salesmarks.com/archives/are-you-promoting-yourself-or-your-prospects-and-customers/comment-page-1/#comment-736 Bill Caskey Thu, 20 Dec 2007 03:17:49 +0000 http://www.salesteamtools.com/2007/12/18/are-you-promoting-yourself-or-your-prospects-and-customers/#comment-736 Response to Dimitrije: Yes, you have to protect yourself in the honesty game. But I suggest you think about your true inner game...it's not just about honest...it's about helping the customer determine if he has a problem you can fix. It's not about being nice (although you can be). It's about having a sales process that has integrity--meaning, the 'orientation'of it is about helping people solve problems. I'm tough on prospects. I expect a lot from them. I want them to sell me on why they are open or in pain. I don't tolerate wishy washy language. If they have no problem, then I can move on. You can have a strong inner game...AND be discerning about who you work with. Thanks for the post. Bill Caskey Response to Dimitrije:

Yes, you have to protect yourself in the honesty game. But I suggest you think about your true inner game…it’s not just about honest…it’s about helping the customer determine if he has a problem you can fix. It’s not about being nice (although you can be). It’s about having a sales process that has integrity–meaning, the ‘orientation’of it is about helping people solve problems.

I’m tough on prospects. I expect a lot from them. I want them to sell me on why they are open or in pain. I don’t tolerate wishy washy language. If they have no problem, then I can move on.

You can have a strong inner game…AND be discerning about who you work with. Thanks for the post.

Bill Caskey

]]> By: Dimitrije Ilankovic http://salesmarks.com/archives/are-you-promoting-yourself-or-your-prospects-and-customers/comment-page-1/#comment-734 Dimitrije Ilankovic Wed, 19 Dec 2007 22:53:49 +0000 http://www.salesteamtools.com/2007/12/18/are-you-promoting-yourself-or-your-prospects-and-customers/#comment-734 Being absolutely new on this site, I am trying to read as much posts as possible, and this one I have problem understanding. Do you really say that the "honnest inner game" is the ultimate tool for a long-term win with the customer? How many greateful customers you know? Working already in four different countries and handling more than 500 different customers in different industries, I still did not encounter a single customer recognising this "honnesty" in an honest way but rather as a quick solver of current issue. You can be sure that handling my sales team I am forcing the "honnest" approach, but to the point where actually our company interests come into the game, and "honnesty" should lead to and be concluded by mutualy benefitial business. Being absolutely new on this site, I am trying to read as much posts as possible, and this one I have problem understanding. Do you really say that the “honnest inner game” is the ultimate tool for a long-term win with the customer? How many greateful customers you know? Working already in four different countries and handling more than 500 different customers in different industries, I still did not encounter a single customer recognising this “honnesty” in an honest way but rather as a quick solver of current issue.

You can be sure that handling my sales team I am forcing the “honnest” approach, but to the point where actually our company interests come into the game, and “honnesty” should lead to and be concluded by mutualy benefitial business.

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