Comments on: 5 Things You Should Have Said On The Sales Call

By: Emily

Emily — Thu, 24 Jun 2010 19:42:32 +0000

Great post! Really entertaining and informative.

I especially enjoyed and appreciate the, “I don´t want to stalk you” line. That is definitely how selling feels a lot of the time. I think it also puts a lighter spin on things and lets the prospect know that you as the seller are self-aware.

By: Cory Graper

Cory Graper — Thu, 17 Jun 2010 19:59:26 +0000

Great post! Funny isn’t it. The things you would expect would be top of mind, usually aren’t.
Well done, I’m sure this will help anyone who reads it.
CG

By: Merit Gest

Merit Gest — Mon, 14 Jun 2010 03:15:58 +0000

Amy,
You are too funny- I laughed out loud & actual tears ran down my cheeks picturing you saying those things to your kids! Of course, when I read the sales tips I was crying because I haven’t been doing all those things consistently… and I should know better!
Great article, can’t wait for the next one!
Merit

By: Trish Beach

Trish Beach — Thu, 03 Jun 2010 04:53:15 +0000

Great blog Amy. I am constantly learning and can add this to my list. You hit home with “If you can’t talk money, you won’t make money.” Thank you!

By: AmyHardin

AmyHardin — Wed, 02 Jun 2010 20:04:42 +0000

Sales Circus–well stated! Feels that way sometimes. Thanks Paul.

By: AmyHardin

AmyHardin — Wed, 02 Jun 2010 20:01:44 +0000

Thanks Craig. Wow, 10-months old!–The adventure has only begun, just wait until he/she can talk. I see you are in Canada, and although I’m sure there are differences between US and Canada, I definitely have sympathy for the sales cycle that is typical with a government sale. Gaining commitment and navigating multiple decision makers can be even trickier with B2G. I’ll make commitment the topic of an upcoming post. Thanks for the encouragement to be more frequent with the blogs.

By: Peter Monfre

Peter Monfre — Wed, 02 Jun 2010 13:25:32 +0000

My favorite is “You’ll need to look at your checkbook”. I can’t believe how many people think that marketing consists of delivering a few good ideas. It takes work, time and money. It might not be comfortable talking about money but failing to discuss it early in the process can really waste a lot of time and energy – for both the sales person and the prospect.

Great post!

By: Craig

Craig — Mon, 31 May 2010 22:45:01 +0000

Hi Amy,

Read through all your articles today – fantastic stuff! I only wish you had more to read through and that you posted more often. I subscribed to your feed and am looking forward to the next article

I can’t decide what to be more concerned about: what I should have said on the last few calls or the upcomming adventures with my 10 month old!

I’d love to hear any advice or suggestions you have on B2G – I find it a very long, slow and sometimes almost painful process.

Craig

By: Paul Robbins

Paul Robbins — Sun, 30 May 2010 02:50:01 +0000

Amy – I really get a lot of value from the unique way you are able to bring real life examples to the sales circus – ahhh.. sales cycle!

Thanks for your wisdom & your incredible method of driving directly to point which seems to always resonate with me – a simple sales guy!

Ciao!

By: Keith German

Keith German — Mon, 24 May 2010 13:22:44 +0000

Thanks Amy. I enjoyed the ‘memory lane’ list too. In fact, my wife’s car stinks badly right now – even after carpet cleaning – because my little one bought chocolate milk at school, didn’t drink it, and forgot to bring the lunchbox in after school…for two days!! Ugh…

A few others things to say may include:
– Let’s get our calendars out and schedule the next visit now.
– Can you think of any reason that our next appointment will not make?
– You’re ready to proceed? Great. Let’s execute the agreement today. (this assumes that you’re talking to the right person and you’ve asked them earlier in the process that they have the authority to execute purchase agreements)

Selling can be very rewarding, and yet a rat race too. Both buyers and sellers are mutually responsible for this disfunctional situation. I like Carl’s last comment, which goes to my favorite definition of ‘what is selling?’ – “the art of enabling a decision.”

Have a prosperous week!