{"id":107,"date":"2006-06-14T17:22:04","date_gmt":"2006-06-14T22:22:04","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=107"},"modified":"2006-06-14T17:22:04","modified_gmt":"2006-06-14T22:22:04","slug":"sell-what-you-have-not-what-you-hope","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/sell-what-you-have-not-what-you-hope\/","title":{"rendered":"Sell What You Have, Not What You Hope"},"content":{"rendered":"<p>I&#8217;m fascinated by this behemoth airplane from Airbus called the A-380.  I watched a show on Discovery that documented the engineering feats that had to be accomplished to build this thing &#8211; quite impressive.  Today, I am <a href=\"http:\/\/abcnews.go.com\/Business\/IndustryInfo\/story?id=2075977&#038;page=1&#038;CMP=OTC-RSSFeeds0312\" target=\"_blank\">reading about the delays<\/a> in delivering this product on time.<\/p>\n<p>The plane is overweight which means it won&#8217;t travel the distances that the company claimed it would travel.  The wings had a design flaw that has been &#8220;fixed&#8221; though strangely testing has not been completed yet.  The plane will need to have a 10 mile gap behind it due to its jet wash which will require special handling by air traffic controllers.<\/p>\n<p>Is it any wonder Singapore Airlines placed an order with Boeing today due to these issues?  Yet the COO of Airbus states he &#8220;does not believe Airbus will lose any orders.&#8221;<\/p>\n<p>Right.<\/p>\n<p>I learned a good sales lesson years ago in the high-tech industry.  It is far safer to sell what you have as opposed to what you hope to have.  I was burnt by preselling a product that hadn&#8217;t been completed.  The product was finished late and did not perform as we had been led to believe.  You can imagine the fires we had to put out with our good customers once they received this underwhelming machine.<\/p>\n<p>There is no problem in creating some buzz about an upcoming product or service, but I would suggest that customers are too hard to come by to risk on a hypothetical solution.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I&#8217;m fascinated by this behemoth airplane from Airbus called the A-380. I watched a show on Discovery that documented the engineering feats that had to be accomplished to build this thing &#8211; quite impressive. Today, I am reading about the delays in delivering this product on time. The plane is overweight which means it won&#8217;t travel the distances that the company claimed it would travel. The wings had a design flaw that has been &#8220;fixed&#8221; though strangely testing has not been completed yet. The plane will need to have a 10 mile gap behind it due to its jet wash which will require special handling by air traffic controllers. Is&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/06\/sell-what-you-have-not-what-you-hope\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[],"class_list":["post-107","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-1J","jetpack-related-posts":[{"id":577,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-drop-trouser-sales-move\/","url_meta":{"origin":107,"position":0},"title":"The &#8220;Drop Trouser&#8221; Sales Move","author":"Derrick Moe","date":"January 15, 2007","format":false,"excerpt":"First off, I have an interest in the Boeing vs. Airbus rivalry. Boeing used to be a customer of mine in a previous role and I have seen their amazing production facility in Everett, WA. The building is unbelievable huge. Anyway, I caught up to this Foxnews.com article - Airbus\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2454,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/11\/management-mental-short-cuts\/","url_meta":{"origin":107,"position":1},"title":"Management Mental Short Cuts","author":"Derrick Moe","date":"November 3, 2010","format":false,"excerpt":"I\u2019m back in my psych book this morning looking for a specific answer to how managers get stuck on \u201cbad\u201d instances from otherwise strong performing salespeople.\u00a0 I\u2019ve seen this effect with some sales managers who have a generally sour impression of a salesperson who seems to be doing well in\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2208,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/12\/christmas-in-the-sales-world\/","url_meta":{"origin":107,"position":2},"title":"Christmas In The Sales World","author":"Derrick Moe","date":"December 21, 2009","format":false,"excerpt":"This is from EyeOnSales.com: Twas the end of the quarter, with my Blackberry dead Not a prospect was stirring, my dashboard pure red. The managers were wringing their hands with despair, With thoughts of their bonuses vanishing into thin air. The VP of sales sat awake in her bed, While\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1367,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/the-two-minute-warning\/","url_meta":{"origin":107,"position":3},"title":"The Two-Minute Warning","author":"Eric Ramberg","date":"January 7, 2008","format":false,"excerpt":"It's playoff time for the NFL and I love to watch quarterbacks (and coaches) who can execute in the red zone, run an effective two-minute drill and get the job done. That may be why I get so nervous when I hear salespeople say - \" It's in the client's\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1861,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/travel-time\/","url_meta":{"origin":107,"position":4},"title":"Travel Time","author":"Derrick Moe","date":"January 20, 2009","format":false,"excerpt":"This economy has caused many companies to limit travel and rightly so.\u00a0 Discretionary travel is restricted.\u00a0 However, salespeople still need to get on the road and visit customers even if it is just across town.\u00a0 National and international travel is still needed too. The first, obvious reason is true no\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":291,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/anecdote-online-dating-part-deux\/","url_meta":{"origin":107,"position":5},"title":"Anecdote &#8211; Online Dating? Part Deux","author":"Lee Fratzke","date":"September 8, 2006","format":false,"excerpt":"Friday anecdotes and the saga continues. This week I thought I would bring you up to speed on this post - Anecdote - Online Dating? I have received the following 2 emails from him since the first post. Please take note of the very similar writing styles in all 6\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/107","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=107"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/107\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=107"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=107"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=107"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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