{"id":1455,"date":"2008-03-06T07:35:19","date_gmt":"2008-03-06T13:35:19","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/sales-reminder-be-valuable\/"},"modified":"2008-03-06T06:50:23","modified_gmt":"2008-03-06T12:50:23","slug":"sales-reminder-be-valuable","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/sales-reminder-be-valuable\/","title":{"rendered":"Sales Reminder-Be Valuable"},"content":{"rendered":"<p>This reminder is from the daily <a target=\"_blank\" href=\"http:\/\/www.justsell.com\/\">JustSell.com<\/a> email:<\/p>\n<blockquote><p>Harvard Business School Professor Emeritus Theodore Levitt once said, &#8220;People don&#8217;t want a quarter-inch drill, they want a quarter-inch hole.&#8221;<\/p>\n<p><strong>The sales point<\/strong>: your prospect doesn&#8217;t want a product; she wants a solution. You need to listen to uncover your prospect&#8217;s hidden needs, and then sell your product as a solution. It&#8217;s not about what you&#8217;re selling &#8211; it&#8217;s about how what you&#8217;re selling can help the customer. Be valuable.<\/p>\n<p>And remember &#8211; a good salesperson walks away if he cannot truly help his prospect.<\/p><\/blockquote>\n<p>That last sentence is difficult for many salespeople.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This reminder is from the daily JustSell.com email: Harvard Business School Professor Emeritus Theodore Levitt once said, &#8220;People don&#8217;t want a quarter-inch drill, they want a quarter-inch hole.&#8221; The sales point: your prospect doesn&#8217;t want a product; she wants a solution. You need to listen to uncover your prospect&#8217;s hidden needs, and then sell your product as a solution. It&#8217;s not about what you&#8217;re selling &#8211; it&#8217;s about how what you&#8217;re selling can help the customer. Be valuable. And remember &#8211; a good salesperson walks away if he cannot truly help his prospect. That last sentence is difficult for many salespeople.<\/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":[358,142,400],"class_list":["post-1455","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","tag-sales-skills","tag-sales-technique","tag-sales-value"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-nt","jetpack-related-posts":[{"id":597,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/do-you-make-this-mistake-when-presenting\/","url_meta":{"origin":1455,"position":0},"title":"Do You Make This Mistake When Presenting?","author":"Derrick Moe","date":"January 23, 2007","format":false,"excerpt":"From the JustSell.com daily email: sales lesson: Harvard Business School Professor emeritus Theodore Levitt once said, \"people don't want a quarter-inch drill, they want a quarter-inch hole.\" sales point: Your prospect doesn't want a product, she wants a solution. You need to listen to uncover your prospect's hidden needs, and\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":613,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/a-misguided-sales-ad\/","url_meta":{"origin":1455,"position":1},"title":"A Misguided Sales Ad","author":"Derrick Moe","date":"January 29, 2007","format":false,"excerpt":"From a sales ad for an Account Executive role (emphasis mine): This person will play a critical roll in the sales process to help educate and market product offering to prospective customers. No. Please don't do this. Here is what that one sentence implies - features and benefits selling. That\u2026","rel":"","context":"In &quot;Employment Ads&quot;","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1775,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/quoting-is-not-qualifying\/","url_meta":{"origin":1455,"position":2},"title":"Quoting Is Not Qualifying","author":"Derrick Moe","date":"November 3, 2008","format":false,"excerpt":"I run into this topic often and it is one worth defining.\u00a0 Many companies value quotes as strong sales activity.\u00a0 Now don't get me wrong, quotes are a step in the sales process and typically one that occurs before a close.\u00a0 However, companies that have under-defined sales processes often choose\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":1213,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/creativity-in-selling\/","url_meta":{"origin":1455,"position":3},"title":"Creativity In Selling","author":"Derrick Moe","date":"October 1, 2007","format":false,"excerpt":"Much of the filtering that occurs in sales hiring incorporates the all-too-familiar standards of industry experience and college degrees. The interview follows a step-by-step history of their career much like the old TV show This Is Your Life. The candidates have learned the proper rote responses to most of the\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":175,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/selling-the-complex\/","url_meta":{"origin":1455,"position":4},"title":"Selling the Complex","author":"Derrick Moe","date":"July 18, 2006","format":false,"excerpt":"Jeff Thull is a successful sales trainer in the Twin Cities who works extensively with companies that have a complex sale. I just read this article - How to Prevent \"Unpaid Consulting\" - and found it full of tactical advice for salespeople. A few gems from the piece (emphasis mine):\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":1661,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/fictitious-selling\/","url_meta":{"origin":1455,"position":5},"title":"Fictitious Selling","author":"Derrick Moe","date":"July 15, 2008","format":false,"excerpt":"Ok, the title is a bit of a minomer.\u00a0 The reference is to a Kelley Robertson post on the S&MM SoundOff blog.\u00a0 He provides 3 sales tips based on a fiction writer's boot camp he recently attended. Here is an abridged version of those tips (my bold): Start with a\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"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\/1455","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=1455"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1455\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1455"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1455"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1455"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->