Comments for durhamlane - Selling at a Higher Level

Comment on “Can a sales person be 100% honest”? by Richard

Richard — Sat, 04 Feb 2012 21:05:26 +0000

Hi Jeremy,
Thanks for the comment & great point.

Cheers,
Richard.

Comment on “Can a sales person be 100% honest”? by Jeremy Stewardson

Jeremy Stewardson — Sat, 04 Feb 2012 02:50:06 +0000

Good stuff Richard. This is major preoccupation for many of us. Our self-image is inextricably linked to performance and professional integrity. The best organizations and sales managers are the ones that help people navigate their way through these challenges, without denying they exist.

Cheers,

Comment on Reflections on whether Selling is an art, a science or both by Richard

Richard — Mon, 16 Jan 2012 14:40:32 +0000

Hello David,
Thank you so much for your comments. People and Processes, Sales & Art – completely agree.

All the best,
Richard.

Comment on Reflections on whether Selling is an art, a science or both by David

David — Mon, 16 Jan 2012 13:02:34 +0000

Richard,

I think you have nailed it on the head here – fantastic post (of a fantastic blog). To be successful in sales – it’s about both PROCESS and PEOPLE – the science and the art.

Take for example the Sales Process – a road map for each sales opportunity. It is a process with a numbers of phases (i.e. Prospecting, Discovery, Proposal etc), with each phase having a number of tasks to complete.

So would completing the tasks, thus completing the phases, complete the sale?

Yes in theory, however in order to move forward and through each phase – you need your salesmanship skills – the PEOPLE element.

The ability to put yourself in someone else’s shoes to show the value that you can bring. The ability to gain trust and the prospects respect. The ability to get the prospect to open up so they help you, so you can help them. The determination to persist. All very intangible elements, but all very important, all very the art.

What do you think?

Best Regards

Comment on “Can a sales person be 100% honest”? by Richard

Richard — Thu, 05 Jan 2012 16:20:22 +0000

Hi Ian,
Thanks for this – great stuff – I know you are one of the good ‘uns!

Take care,
Richard.

Comment on “Can a sales person be 100% honest”? by Ian Farrar

Ian Farrar — Thu, 05 Jan 2012 16:18:54 +0000

Fantastic article Richard.
Honesty and Integrity can become one of a sales professionals star qualities and also their employers USP’s.

I like working for and with SME’s, as the ‘trusted advisor’ role can really kick into gear.

If you want long-term success in both your customer sales and your own career, 100% honesty (and clarity) is paramount.

Win-win relationships is where it’s at!

IF.

Comment on Put your feet in your customer’s shoes by Richard

Richard — Fri, 20 May 2011 19:04:02 +0000

Thanks Larry, I appreciate the comment. RL

Comment on Put your feet in your customer’s shoes by Larry Lewis

Larry Lewis — Fri, 20 May 2011 18:32:03 +0000

Great to find another North East Blogger. I’m now following you in Networked Blogs, come say hello.

Comment on Put your feet in your customer’s shoes by North East blogs – roundup of top posts from last month | North East Bloggers

Tue, 17 May 2011 10:29:56 +0000

[...] Engelby Associates blog about selling at a higher level. Read about how you can be more successful by putting your feet in your customers shoes [...]

Comment on Competence breeds confidence. The story of 5 go boating by Making time to plan | Richard Lane - Selling at a Higher Level

Making time to plan | Richard Lane - Selling at a Higher Level — Tue, 19 Apr 2011 16:04:59 +0000

[...] but proper planning and preparation will invariably help you to deliver with more confidence. And as I have said in a previous post, people like buying from someone who has confidence and people with confidence in the service or [...]