| type="text/javascript"> ch_client = "articlealley"; | | | | issues, you don't know how to present your |
| ch_type = "mpu"; ch_width = 590; ch_height = | | | | solution so that you stand out as more valuable |
| 250; ch_non_contextual = 4; ch_noborders = 1; | | | | than the rest. Even if you submit the lowest price, |
| ch_vertical ="premium"; ch_sid = "590x250 Article | | | | you may not win over the ultimate decision |
| Mixed Top"; ch_alternate_ad_url = " var | | | | maker because price is usually not his issue - |
| ch_queries = new Array( ); var | | | | even though everyone always says it is. |
| ength)); if ( ch_selected < ch_queries.length ) { | | | | I'm in sales. I sell my consulting, my books and |
| ch_query = ch_queries[ch_selected]; } The | | | | my training programs. My focus is on my existing |
| biggest handicap to increasing market share is the | | | | customers. 90% of my time is spent with existing |
| inordinate amount of time that sales people spend | | | | customers trying to develop selling relationships - |
| cold calling trying to get into new accounts. This is | | | | meaning - learning, observing, interviewing, |
| tough duty. It's tough because there are no | | | | integrating and showing how I can deliver their |
| relationships to leverage for information and | | | | results. I use and develop my network. As for |
| upward introductions. Precious time is wasted | | | | new accounts, I've hired a marketing company to |
| calling or pounding doors to leave advertisements | | | | generate qualified leads. Once they've got a |
| to generate interest. Sales people cost too much | | | | prospect to a point where I can interview an |
| to do that. They should not be used as an | | | | interested leader, I'll invest to see if I can fit into |
| advertising arm of marketing. | | | | his solution image. I don't chase windmills. Unless I |
| Answering RFP's is another time sink and waste | | | | have an opportunity to develop a relationship -- |
| of valuable selling time unless you have | | | | credibility with someone on the inside -- I will let it |
| relationships with people that count for that | | | | pass. I invest my valued asset, time, to develop |
| project. If you haven't been involved in the | | | | my valued asset: relationships. Relationship selling is |
| development of the RFP and you haven't gotten | | | | how I can make the most sales. |
| to the P/L leader to understand the business | | | | |