The Immeasurable Things That Make a Measurable Difference: Recent Comments

Comment on Making Connections at a networking Event Part I

John Gies — 2010-03-10T15:51:29Z

Thanks Dave,

You are absolutely right goals can provide you with concrete feedback and help you move forward. More importantly at a Networking event the more we make it about them the more they will open up to us. This in turn is what helps us build relationships.

Comment on Making Connections at a networking Event Part I

David Meyer Denver DISC Guy — 2010-03-06T17:42:42Z

Hi John,

This is great advice. I'd like to add a few more thoughts to this.

If you are naturally reserved, set yourself a goal, a stretch goal, but not an impossible goal. Say, to meet three new people. Once you've accomplished that goal, relax. Leave if you must. Stretch yourself without scaring yourself to death.

Secondly, make it all about them. Practice your elevator speech but also practice 4 or 5 open ended questions that will allow them to talk about themselves at great length. The more they talk about themselves, the better "conversationalist" you become. At least in their eyes.

Thanks John.... Keep up the great work.

Comment on Is the Trust Offensive... Offensive?

David Meyer Denver DISC Guy — 2010-02-14T19:03:31Z

Hi John,

You are so right when you say trust must be earned. There are a variety of ways to earn it, including earning through good works with someone else. In other words, I may trust someone because they have earned the trust and respect of someone else. So a recommendation from a friend is a way of earning trust also.

But whenever I think of the concept of "marketing trust" I flash back to the old days of "Honest Bob's Used Cars" where the salesman in the plaid suit wanted me to trust him because the word "honest" was right there in his name!

In this case being honest is like being a leader. If someone has to tell you that they are, then they aren't.

Keep up the good work.....

Dave

Comment on What is the value of an Aplogy? Apparently $57.0 million

John Gies — 2010-02-13T13:53:08Z

I agree with you. I see alot of folks that say I am sorry and then repeat their behavior. I think the key that you hit upon ins Sincere and Intent.

Thanks for reading

Comment on What is the value of an Aplogy? Apparently $57.0 million

David Meyer Denver DISC Guy — 2010-02-12T18:31:41Z

I think there is tremendous value in a SINCERE apology. But when someone decides that an apology is a good way to deflect criticism and avoid accountability then it becomes shallow and void.

I like the mindset presented in the study that they "owned" the problems and were "responsible" for what was happening. To me, that mindset is much more responsible for the change in attitude than simply saying "I'm sorry".

This is a great message John.... thanks for passing it on.

Dave

Comment on Buyers are liars, so they say.

John Gies — 2010-02-04T13:35:47Z

Very well said Charles,

My approach has been, (and you are right, when Quota deadlines are imminent, it can be hard to remember, but my job is to clearly identify what the buyer needs. And in some cases help them discover what they need through open dialog and Discovery. And then to share how my firm can help meet that need.

And If my firm cannot meet the need it is much easier to say so and move on than to keep forcing or persuading. This is why so many buyers try to avoid sales people they think they are going to get sold vs. being helped to buy.

Thanks for your comments.

Comment on Buyers are liars, so they say.

John Gies — 2010-02-04T13:29:12Z

Dave,

I agree that most buyers and most individuals are honest, to a point. We all come to a relationship or transaction with our own filters (beliefs).I tend to be one of those that trusts others until given a reason not to. Others that I know literally go into the transaction, "looking to see how I can get screwed so I can avoid it." WOW.

I wholeheartedly agree that when we go in with a WIN/WIN the long term outcome is a WIN for everyone...even if I don't get this sale!

Thanks for you feedback

Comment on Buyers are liars, so they say.

Charles H Green — 2010-02-03T17:25:48Z

Fine post, John, thank you. My experience is exactly yours--what I give, I tend to get back, both positive and negative.

My own sense of "buyers are liars" is that it's true, but not in the sense most sales people mean. Starting off with the suspicious, me-vs-you attitude you describe is guaranteed to bring negative responses down on the seller. What else should you expect if you treat a buyer like a liar?

The sense in which it is true is the sense in which the buyer is every bit as much captive to his or her own fears as is the seller. The reason why a fearful seller might accept a lie (as you so eloquently describe) is precisely the same reason the buyer lied in the first place: to avoid the emotionally unpleasant, fear-driven consequences of being wrong, being taken advantage of, being rejected, etc.

So much of selling--and buying--is simply a particular human exercise interactions, with all the attendant fears and exultations that accompany all other human interactions. The "trick," though it's hardly fair to call it that, is to remember it's not all about us, and that if we manage to help others, they're inclined to help us.

Buyers are liars? Yeah, and so are sellers; and all for the same fear-driven reasons. Thanks for highlighting this take on the issue.

Comment on Buyers are liars, so they say.

David Meyer Denver DISC Guy — 2010-02-03T16:15:29Z

Hi John,

I might be able to think of circumstances where the buyer may not be forthcoming as to what they really want, but in general I hope that buyers are honest.

From a sales perspective I should be asking myself, "How can I help this customer solve this problem?" But if the buyer is not being honest with me about what the problem is, then I may well come up with the wrong solution.

Personally I believe that honesty between buyer and seller creates a possible win-win scenario. And that means that I need to build a relationship with my buyers that is built on trust and honesty.

Comment on It is Not a Moral Decision it is a Financial Decision.

John Gies — 2010-01-24T15:52:39Z

Charlie,

Your point is well taken ethical is not obvious. When I was in college, I took extra courses in Logic, as I knew that with the perfect syllogism I could rule the world. Ask me how that approach worked.

Thank you for the comment