Comments on: Persuasive Selling is Dead

By: The Selling Professional — 2010 Version | PURE COOKE

The Selling Professional — 2010 Version | PURE COOKE — Mon, 01 Feb 2010 13:51:00 +0000

[...] most recent post, “Persuasive Selling is Dead” generated an unusually high number of positive comments. There is obviously an ongoing [...]

By: The Sales Cooke

The Sales Cooke — Thu, 28 Jan 2010 05:06:28 +0000

Allan, I agree. Seems as if this topic is on point with most people. If that is so, why is it still an issue? Where is the breakdown for effective change in these behaviors?

By: Allan Himmelstein

Allan Himmelstein — Thu, 28 Jan 2010 03:45:34 +0000

Some good points Dave. Again it comes down to learning to ask the right questions to find a basis for doing business. We do not sell products we sell customized solutions. Salespeople really must have a broad understanding of every aspect of business, so that they can ask the right questions to help the buyer make the right decision for them.

By: The Sales Cooke

The Sales Cooke — Thu, 28 Jan 2010 00:23:17 +0000

Good point. This reinforces the theory that companies are managing and controlling the sales process instead of facilitating the an effective sales process. Thanks for your comments.

By: Aaron Hoos

Aaron Hoos — Wed, 27 Jan 2010 17:45:46 +0000

As always, good insights! I agree that this is the way to sell, Dave. However, I think what holds a lot of companies back from doing this successfully is that they don’t want to lose control of the message. And by letting their prospects share and talk (instead of just listen), it *seems* to the company like it could be detrimental to their sales message (although we both know it’s not).