I do some IT consulting work on the side as a hobby\/pastime.\u00a0 Call me a geek.\u00a0 In that arena, I have a customer who has been battling to get some information from a prospective vendor.\u00a0 He wants to use their services but has had trouble getting a response.\u00a0 Finally, today he got a response.\u00a0 His summation was filled with wisdom:<\/p>\n
Coming in obnoxiously late and extraordinarily high priced is not a good place to be.<\/p><\/blockquote>\n
I couldn\u2019t agree more.\u00a0 And I\u2019ve been there myself in previous sales roles.<\/p>\n","protected":false},"excerpt":{"rendered":"
I do some IT consulting work on the side as a hobby\/pastime.\u00a0 Call me a geek.\u00a0 In that arena, I have a customer who has been battling to get some information from a prospective vendor.\u00a0 He wants to use their services but has had trouble getting a response.\u00a0 Finally, today he got a response.\u00a0 His summation was filled with wisdom: Coming in obnoxiously late and extraordinarily high priced is not a good place to be. I couldn\u2019t agree more.\u00a0 And I\u2019ve been there myself in previous sales roles.<\/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":[12,9],"tags":[1393,1368,267,187],"class_list":["post-2228","post","type-post","status-publish","format-standard","hentry","category-anecdotes","category-sales-techniques","tag-qualify","tag-sales-anecdote","tag-sales-approach","tag-sales-qualifying"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-zW","jetpack-related-posts":[{"id":1540,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/04\/a-line-for-every-sales-ad\/","url_meta":{"origin":2228,"position":0},"title":"A Line For Every Sales Ad","author":"Derrick Moe","date":"April 29, 2008","format":false,"excerpt":"A bullet point from a Business Development Sales Position ad: Demonstrated ability to persevere and remain positively motivated when faced with negative response or rebuff from the customer What they are describing is the ability to handle rejection.\u00a0 I think there is no more important differentiation between average salespeople and\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1115,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/08\/more-regarding-proactive-sales-management\/","url_meta":{"origin":2228,"position":1},"title":"More Regarding Proactive Sales Management","author":"Mike Cardinal","date":"August 7, 2007","format":false,"excerpt":"The first two parts of our series on proactive sales management have been focused on foundation and structure. An experience about a year ago, sums up the crux of the problem - and the eventual fallout. Depending on the sales scenario, product knowledge can be a foundational item that should\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":675,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-or-customer-service\/","url_meta":{"origin":2228,"position":2},"title":"Sales OR Customer Service","author":"Derrick Moe","date":"February 19, 2007","format":false,"excerpt":"An ad continues to run for a specific sales position in our backyard that defines the job as an outside sales person, Account Executive and requires 25% travel. Yet the title of the ad is Sales\/Customer Service. These two positions are almost mutually exclusive of each other. There are few\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1984,"url":"https:\/\/selectmetrix.com\/blogs\/2009\/03\/bench-building\/","url_meta":{"origin":2228,"position":3},"title":"Bench Building","author":"Derrick Moe","date":"March 26, 2009","format":false,"excerpt":"I was shocked today when I read this sentence in a sales ad\": Please note that at this time this posting is for purposes of building our talent pool only and there are no current available positions. That was the 2nd sentence in the ad.\u00a0 This is an interesting approach\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2294,"url":"https:\/\/selectmetrix.com\/blogs\/2010\/03\/introverts-make-great-salespeople\/","url_meta":{"origin":2228,"position":4},"title":"Introverts Make Great Salespeople","author":"Derrick Moe","date":"March 12, 2010","format":false,"excerpt":"You heard me right, that is an indirect quote from this Inc.com article.\u00a0 This topic comes up often in our sales hiring activities as the conventional wisdom is that extroverts make better salespeople.\u00a0 Not true.\u00a0 Successful salespeople have a wide variety of abilities that go far beyond their communication style.\u00a0\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"https:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3169,"url":"https:\/\/selectmetrix.com\/blogs\/2016\/05\/a-mission-critical-sales-metric\/","url_meta":{"origin":2228,"position":5},"title":"A Mission-Critical Sales Metric","author":"Derrick Moe","date":"May 6, 2016","format":false,"excerpt":"Seems simple, but here it is: Let me offer up some definitions of each box: Connects: Cold contact from a list or similar resource Suspects: Contacted and have general need or use for your product\/service Prospects: Qualified for need, budget & buying time Quotes: Formal proposal to do business Close:\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"Connects to Close","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/05\/ConnectstoClose_thumb.jpg?resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2228","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=2228"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2228\/revisions"}],"predecessor-version":[{"id":2232,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2228\/revisions\/2232"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2228"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2228"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2228"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}