This entry was posted on Thursday, September 3rd, 2009 and is filed under Sales. You can follow any responses to this entry through RSS 2.0.
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I’m in software sales and my mentor, Chuck Demming, made sure that this was one of the first principles I learned and it has served me well ever since! Most young sales professionals follow what you describe in the pdf as “ramming it down their throats” and that is a recipe for disaster. Are you going to put something on Slide Share – I see it as an option. B.T.
#1 by Jeff Sloan on September 4th, 2009
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Good stuff! I work in Pharma sales and finding the Champion is definitely the most important part of the process.
#2 by Burt Tanner on September 4th, 2009
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I’m in software sales and my mentor, Chuck Demming, made sure that this was one of the first principles I learned and it has served me well ever since! Most young sales professionals follow what you describe in the pdf as “ramming it down their throats” and that is a recipe for disaster. Are you going to put something on Slide Share – I see it as an option. B.T.
#3 by JB on September 4th, 2009
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Ahhh, the tangled web of dealing with hospitals! On of the toughtest things to do, good job Mr. Corely.
#4 by Lyle Kelly on September 4th, 2009
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Great presentation.
http://www.justsell.com/
Lyle
#5 by Emmit on September 5th, 2009
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Well presented, Sir!
#6 by John Brooks on September 5th, 2009
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There are far too many salespeople out there that do not receive proper training and mentoring and give us all a bad name.
Unless you understand and execute core selling principles like the one presented here, I’ve got two words for you – BURGER KING.
Keep this stuff coming. Spot on!
#7 by Sara Z. on September 6th, 2009
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Love it!