Comments on: How to Land a Knockout Punch as a Salesperson http://www.instigatorblog.com/how-to-land-a-knockout-punch-as-a-salesperson/2006/08/03/ Startups, entrepreneurship, business and social media Wed, 08 Sep 2010 13:00:00 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: 7 Ways to Guarantee Customers Never Buy From You Again http://www.instigatorblog.com/how-to-land-a-knockout-punch-as-a-salesperson/2006/08/03/comment-page-1/#comment-115860 7 Ways to Guarantee Customers Never Buy From You Again Tue, 03 Aug 2010 15:34:32 +0000 http://instigatorblog.com/2006/08/03/how-to-land-a-knockout-punch-as-a-salesperson/#comment-115860 [...] telling” tantamount to lying? It doesn’t really matter, but suffice it to say if you withhold important information from customers about what they’re buying or the purchasing process, you’re going to piss them off. The [...] [...] telling” tantamount to lying? It doesn’t really matter, but suffice it to say if you withhold important information from customers about what they’re buying or the purchasing process, you’re going to piss them off. The [...]

]]> By: Ben Yoskovitz http://www.instigatorblog.com/how-to-land-a-knockout-punch-as-a-salesperson/2006/08/03/comment-page-1/#comment-103944 Ben Yoskovitz Mon, 11 Sep 2006 02:01:25 +0000 http://instigatorblog.com/2006/08/03/how-to-land-a-knockout-punch-as-a-salesperson/#comment-103944 There's no question that good sales people deserve respect; it is a tough job and it's hard to find great salespeople.<br><br>I don't think I'm necessarily describing the difference between product and solution selling -- although I agree with your points re: solution selling: it requires deep knowledge of the industry, can sound like BS, etc.<br><br>Granted, I am talking more about product selling than solution selling, but even tailored solutions aren't perfect. If you're selling a solution there are still limitations -- tell me what they are, and I'll respect you in the morning.<br><br>Thanks for stopping by Andrew and keep on coming back! There's no question that good sales people deserve respect; it is a tough job and it's hard to find great salespeople.

I don't think I'm necessarily describing the difference between product and solution selling — although I agree with your points re: solution selling: it requires deep knowledge of the industry, can sound like BS, etc.

Granted, I am talking more about product selling than solution selling, but even tailored solutions aren't perfect. If you're selling a solution there are still limitations — tell me what they are, and I'll respect you in the morning.

Thanks for stopping by Andrew and keep on coming back!

]]> By: Ben Yoskovitz http://www.instigatorblog.com/how-to-land-a-knockout-punch-as-a-salesperson/2006/08/03/comment-page-1/#comment-39 Ben Yoskovitz Mon, 11 Sep 2006 01:01:25 +0000 http://instigatorblog.com/2006/08/03/how-to-land-a-knockout-punch-as-a-salesperson/#comment-39 There's no question that good sales people deserve respect; it is a tough job and it's hard to find great salespeople. I don't think I'm necessarily describing the difference between product and solution selling -- although I agree with your points re: solution selling: it requires deep knowledge of the industry, can sound like BS, etc. Granted, I am talking more about product selling than solution selling, but even tailored solutions aren't perfect. If you're selling a solution there are still limitations -- tell me what they are, and I'll respect you in the morning. Thanks for stopping by Andrew and keep on coming back! There’s no question that good sales people deserve respect; it is a tough job and it’s hard to find great salespeople.

I don’t think I’m necessarily describing the difference between product and solution selling — although I agree with your points re: solution selling: it requires deep knowledge of the industry, can sound like BS, etc.

Granted, I am talking more about product selling than solution selling, but even tailored solutions aren’t perfect. If you’re selling a solution there are still limitations — tell me what they are, and I’ll respect you in the morning.

Thanks for stopping by Andrew and keep on coming back!

]]> By: Andrew Fife http://www.instigatorblog.com/how-to-land-a-knockout-punch-as-a-salesperson/2006/08/03/comment-page-1/#comment-103943 Andrew Fife Sun, 10 Sep 2006 02:48:21 +0000 http://instigatorblog.com/2006/08/03/how-to-land-a-knockout-punch-as-a-salesperson/#comment-103943 I believe you are describing the difference between selling a product and selling a solution. The phrase "solution selling" is often misused because nobody wants to think of themselves as cramming BS down a customer's throat in order to make a quota. <br>The basic difference is that selling solutions requires actually understanding a customer's problem and then packaging technology + services in manner that fixes the customer's pain. In some cases this requires a deep understanding of an industry and/or technology and few companies truly have compensation structures that reward sales people for taking the time develop this expertise. <br><br>On the other hand, selling products only requires a commission based compensation structure. But that said, sales is a much harder job than most people realize and I have a lot of respect for good salepeople. I believe you are describing the difference between selling a product and selling a solution. The phrase “solution selling” is often misused because nobody wants to think of themselves as cramming BS down a customer's throat in order to make a quota.
The basic difference is that selling solutions requires actually understanding a customer's problem and then packaging technology + services in manner that fixes the customer's pain. In some cases this requires a deep understanding of an industry and/or technology and few companies truly have compensation structures that reward sales people for taking the time develop this expertise.

On the other hand, selling products only requires a commission based compensation structure. But that said, sales is a much harder job than most people realize and I have a lot of respect for good salepeople.

]]> By: Andrew Fife http://www.instigatorblog.com/how-to-land-a-knockout-punch-as-a-salesperson/2006/08/03/comment-page-1/#comment-38 Andrew Fife Sun, 10 Sep 2006 01:48:21 +0000 http://instigatorblog.com/2006/08/03/how-to-land-a-knockout-punch-as-a-salesperson/#comment-38 I believe you are describing the difference between selling a product and selling a solution. The phrase "solution selling" is often misused because nobody wants to think of themselves as cramming BS down a customer's throat in order to make a quota. The basic difference is that selling solutions requires actually understanding a customer's problem and then packaging technology + services in manner that fixes the customer's pain. In some cases this requires a deep understanding of an industry and/or technology and few companies truly have compensation structures that reward sales people for taking the time develop this expertise. On the other hand, selling products only requires a commission based compensation structure. But that said, sales is a much harder job than most people realize and I have a lot of respect for good salepeople. I believe you are describing the difference between selling a product and selling a solution. The phrase “solution selling” is often misused because nobody wants to think of themselves as cramming BS down a customer’s throat in order to make a quota.
The basic difference is that selling solutions requires actually understanding a customer’s problem and then packaging technology + services in manner that fixes the customer’s pain. In some cases this requires a deep understanding of an industry and/or technology and few companies truly have compensation structures that reward sales people for taking the time develop this expertise.

On the other hand, selling products only requires a commission based compensation structure. But that said, sales is a much harder job than most people realize and I have a lot of respect for good salepeople.

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