{"id":1437,"date":"2008-02-25T13:29:51","date_gmt":"2008-02-25T19:29:51","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/reasons-you-are-not-selling\/"},"modified":"2008-02-25T13:26:51","modified_gmt":"2008-02-25T19:26:51","slug":"reasons-you-are-not-selling","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2008\/02\/reasons-you-are-not-selling\/","title":{"rendered":"Reasons You Are Not Selling"},"content":{"rendered":"<p><a target=\"_blank\" href=\"http:\/\/www.salesopedia.com\/content\/view\/1313\/10479\/\">This article is from the Salesopedia website<\/a>.\u00a0 The article is excellent and rather amusing to read (probably since I am guilty of many of the author&#8217;s items).\u00a0 For instance:<\/p>\n<blockquote><p>If you\u2019re a professional salesperson and you\u2019re not selling, it could be because:<\/p>\n<p><strong>\u2022 You are boring. <\/strong>Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you\u2019re boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save.<\/p><\/blockquote>\n<p>I love it.\u00a0 When is the last time your read something that candid?\u00a0 The second point is one we see often amongst salespeople who have been through some training but have not internalized it:<\/p>\n<blockquote><p><strong>\u2022 You insult their intelligence.<\/strong> \u201cMr. Jones, would you like to save money on your long distance phone bill?\u201d Polling prospects with lame questions in an attempt to get them to say yes is manipulative and insulting. Instead, ask open-ended questions to elicit their needs. Treat them with respect by tailoring your questions to their company, industry and circumstances.<\/p><\/blockquote>\n<p>There are few instances more uncomfortable than observing this error in person.\u00a0 Believe me, I&#8217;ve been on many sales calls where I have seen salespeople make this mistake.<\/p>\n<p>As they say, <a target=\"_blank\" href=\"http:\/\/www.salesopedia.com\/content\/view\/1313\/10479\/\">read the entire article<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This article is from the Salesopedia website.\u00a0 The article is excellent and rather amusing to read (probably since I am guilty of many of the author&#8217;s items).\u00a0 For instance: If you\u2019re a professional salesperson and you\u2019re not selling, it could be because: \u2022 You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you\u2019re boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save. I love it.\u00a0 When is the last time your read something that&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2008\/02\/reasons-you-are-not-selling\/\">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":[4,9],"tags":[212,357,356,141,142],"class_list":["post-1437","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques","tag-sales-ability","tag-sales-issues","tag-sales-problems","tag-sales-slump","tag-sales-technique"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-nb","jetpack-related-posts":[{"id":1661,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/07\/fictitious-selling\/","url_meta":{"origin":1437,"position":0},"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":"https:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1462,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/03\/6-sales-myths\/","url_meta":{"origin":1437,"position":1},"title":"6 Sales Myths","author":"Derrick Moe","date":"March 11, 2008","format":false,"excerpt":"This article is from ManageSmarter.com and it debunks 6 very common sales myths.\u00a0 My absolute favorite from the short article: Myth: If sales understood the product better, sales would increase. Reality: Actually, if everyone in the company\u2014e.g., marketing, product developers, IT, and fulfillment, to name a few\u2014understood sales better, sales\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2522,"url":"https:\/\/selectmetrix.com\/blogs\/2012\/11\/3-ways-the-brain-handles-info\/","url_meta":{"origin":1437,"position":2},"title":"3 Ways The Brain Handles Info","author":"Derrick Moe","date":"November 28, 2012","format":false,"excerpt":"This article is from Eye on Sales with some key points about how our brains handle information (emphasis mine): It all goes back to how your brain is wired to work. Despite how advanced our technology has become, the brain inside your head is brilliantly primitive. There are really only\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"https:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1671,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/07\/sales-20\/","url_meta":{"origin":1437,"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":"https:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2643,"url":"https:\/\/selectmetrix.com\/blogs\/2015\/10\/one-third-of-ceos-are-worthless-in-sales\/","url_meta":{"origin":1437,"position":4},"title":"One Third Of CEO&rsquo;s Are Worthless In Sales","author":"Derrick Moe","date":"October 28, 2015","format":false,"excerpt":"Those aren\u2019t my words but rather the findings from a Selling Power survey.\u00a0 From the article: A recent Selling Power online survey found that 29 percent of sales leaders judged their CEO useless when it comes to creating a sale. Almost one third and I think I have worked for\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"https:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1520,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/04\/relationships-drive-sales\/","url_meta":{"origin":1437,"position":5},"title":"Relationships Drive Sales","author":"Derrick Moe","date":"April 18, 2008","format":false,"excerpt":"Selling has always been about relationships, but it is becoming more significant in today's world.\u00a0 According to a recent study referenced in this Selling Power.com article - The Relationship Imperative - product superiority is not as big a driver in customers' decision-making process. \"Product superiority used to be a big\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1437","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1437"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1437\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1437"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1437"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1437"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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