Comments on: Is the China Import Problem Really a Sales Problem? http://www.caskeyone.com/is-the-china-import-problem-really-a-sales-problem/ Sales & Leadership Training For High Achievers Wed, 01 Feb 2012 23:27:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: bill caskey http://www.caskeyone.com/is-the-china-import-problem-really-a-sales-problem/comment-page-1/#comment-46 bill caskey Thu, 30 Aug 2007 12:43:33 +0000 http://caskeyone.msclienthost2.com/blog/?p=141#comment-46 Yes, it works everywhere.Just make sure when you go through the list of what they give up (which I encourage you to do), that you don't beat them over the head with it (metaphysically). That, instead, you have a conversation about those issues to see which ones, if any, are important to them. Good pick up Greg! Yes, it works everywhere.Just make sure when you go through the list of what they give up (which I encourage you to do), that you don’t beat them over the head with it (metaphysically). That, instead, you have a conversation about those issues to see which ones, if any, are important to them.

Good pick up Greg!

]]> By: Greg http://www.caskeyone.com/is-the-china-import-problem-really-a-sales-problem/comment-page-1/#comment-45 Greg Wed, 29 Aug 2007 15:06:55 +0000 http://caskeyone.msclienthost2.com/blog/?p=141#comment-45 I think this is the most important line in your post- "What do you believe you give up when you decide not to do business with us?" This works in many if not ALL competitive selling environments. Allowing your prospect/client to see the value of your relationship - what do you think? I think this is the most important line in your post-

“What do you believe you give up when you decide not to do business with us?”

This works in many if not ALL competitive selling environments. Allowing your prospect/client to see the value of your relationship – what do you think?

]]> By: billcaskey http://www.caskeyone.com/is-the-china-import-problem-really-a-sales-problem/comment-page-1/#comment-44 billcaskey Wed, 29 Aug 2007 00:59:02 +0000 http://caskeyone.msclienthost2.com/blog/?p=141#comment-44 Good thinking - glad you brought that up. No, I agree, you would never frame something like that. Instead you would involve them in the conversation of, "what are some of the things you would hope to avoid, regardless of who you went with on this?" And I do mean "conversation". Not some lame sales move that manipulates the prospect to answer your way. All of this presumes that you are detached and not needing the business...Good comment. Good thinking – glad you brought that up. No, I agree, you would never frame something like that.

Instead you would involve them in the conversation of, “what are some of the things you would hope to avoid, regardless of who you went with on this?”

And I do mean “conversation”. Not some lame sales move that manipulates the prospect to answer your way. All of this presumes that you are detached and not needing the business…Good comment.

]]> By: Bryan http://www.caskeyone.com/is-the-china-import-problem-really-a-sales-problem/comment-page-1/#comment-43 Bryan Tue, 28 Aug 2007 23:46:28 +0000 http://caskeyone.msclienthost2.com/blog/?p=141#comment-43 One thing that has been hammered into me by Sales training over the years is that you do not slam the competition. I'd be curious to see how, in your example, you would present your product to Walmart without attacking offshore firms ("yes Mr. Customer, we don;t poison kids with our product!") One thing that has been hammered into me by Sales training over the years is that you do not slam the competition. I’d be curious to see how, in your example, you would present your product to Walmart without attacking offshore firms (“yes Mr. Customer, we don;t poison kids with our product!”)

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