{"id":177,"date":"2006-07-19T09:29:36","date_gmt":"2006-07-19T14:29:36","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=177"},"modified":"2006-07-19T09:30:40","modified_gmt":"2006-07-19T14:30:40","slug":"sellings-taboo-topic","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/sellings-taboo-topic\/","title":{"rendered":"Selling&#8217;s Taboo Topic"},"content":{"rendered":"<p>Sales&#038;Marketing Magazine briefly approaches one of sales most taboo topics &#8211; <a href=\"http:\/\/salesandmarketing.com\/smm\/pitch\/article_display.jsp?vnu_content_id=1002728892&#038;imw=Y\" target=\"_blank\">Cutting Your Losses<\/a>. Sometimes customers that you worked so hard to close are simply not a good fit for your business and you have to end the relationship.<\/p>\n<p>Tricky stuff but there are some good suggestions in this short article.<\/p>\n<p>We had a client 4 years ago who had just purchased her technology company and needed to hire a salesperson. She hired us to find their first outside salesperson but we never completed the search. We presented one strong candidate after another, but she couldn&#8217;t pull the trigger. It finally got to the point where we had to end the relationship.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales&#038;Marketing Magazine briefly approaches one of sales most taboo topics &#8211; Cutting Your Losses. Sometimes customers that you worked so hard to close are simply not a good fit for your business and you have to end the relationship. Tricky stuff but there are some good suggestions in this short article. We had a client 4 years ago who had just purchased her technology company and needed to hire a salesperson. She hired us to find their first outside salesperson but we never completed the search. We presented one strong candidate after another, but she couldn&#8217;t pull the trigger. It finally got to the point where we had to end&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/07\/sellings-taboo-topic\/\">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-177","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-2R","jetpack-related-posts":[{"id":23153,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/03\/the-shrinking-attention-span-vs-relationship-sales\/","url_meta":{"origin":177,"position":0},"title":"The Shrinking Attention Span vs. Relationship Sales","author":"Derrick Moe","date":"March 22, 2019","format":false,"excerpt":"Here is a problem I have seen developing in sales over the past 10 years - shorter attention spans in salespeople having to deal with longer sales cycles. First, some background from a quick American Management Association: Whenever I teach students, I tell them, \u201cYour chance of being successful has\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":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/03\/Stopwatch.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/03\/Stopwatch.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/03\/Stopwatch.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1532,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/marquis-vs-mundane\/","url_meta":{"origin":177,"position":1},"title":"Marquee vs. Mundane","author":"Derrick Moe","date":"April 24, 2008","format":false,"excerpt":"I've been working with a handful of sales managers recently as they onramp new salespeople and I have seen a stumbling block occur more than once.\u00a0 The issue has to do with the sales manager's perception of the typical sale. Sales managers, in most instances, work primarily with large, high-visibility\u2026","rel":"","context":"In &quot;Onramping&quot;","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1281,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-laid-off-salesperson-problem\/","url_meta":{"origin":177,"position":2},"title":"The Laid-Off Salesperson Problem","author":"Derrick Moe","date":"November 9, 2007","format":false,"excerpt":"When sourcing and phone screening, we tend to come across salespeople who have been laid off from a previous position.\u00a0 Layoffs are obviously a common occurrence\u00a0in business, but they are problematic in sales. Most companies do not lay off salespeople who are closing profitable business.\u00a0 Granted, some companies view salespeople\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":1671,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/sales-20\/","url_meta":{"origin":177,"position":3},"title":"Sales 2.0","author":"Derrick Moe","date":"July 22, 2008","format":false,"excerpt":"I read often about web 2.0, recruiting 2.0 and sales 2.0.\u00a0 Math was never my forte so numbers scare me.\u00a0 But I did come across a very informative article in Sales & Marketing Management article titled A Step-By-Step Overview of Sales 2.0.\u00a0 The first pull quote: With instant access to\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1554,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/managing-remote-relationships\/","url_meta":{"origin":177,"position":4},"title":"Managing Remote Relationships","author":"Derrick Moe","date":"May 6, 2008","format":false,"excerpt":"The management landscape is changing drastically as more salespeople move to remote\/home offices within their territory.\u00a0 Yet, many aspects of sales seems to be moving more towards relationship-based sales.\u00a0 Yes, relationships have always been a key part of selling, but it seems to be the greater piece today.\u00a0 Information flows\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":177,"position":5},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 They are all in different industries, but their sales all have many similarities. One of the sales managers has progressed the best so far with his new salesperson\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"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\/177","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=177"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/177\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=177"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=177"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=177"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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