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Sunday, July 25, 2004

Selling: random art vs. science

Most sales people are treated as unwholesome freaks who have been gifted with the gab. The truth is otherwise: the art of selling is about training, method, analysis and measurement.

2 Comments:

At 8:53 AM, balders said...

Hmmm, not too sure that I can agree with you here, at least not completely. I remember doing pre-sales tech support back in the late 80's for a Leeds-based software house. Now perhaps we were unlucky with our sales team, but it soon became apparent that unless you came out with an unqualified "No" in response to a salespersons question, then it became an unqualified "Yes" when presented to the (potential) customer.

 
At 8:45 AM, Roger said...

Well, that always happens of course. No telling what the poor salesperson will say in pursuit of the deal! The true professional will have a crisp understanding of a company's delivery capability and treat any "issues" as an oppportunity either to promote value or upsell. (I am sure pre-sales folk would concur).

 

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