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erikluhrs
15p11 comments posted · 0 followers · following 0
13 years ago @ The GURUS Selling System - Fad Diets and CRM for ... · 0 replies · +1 points
Thanks for the comment. I can appreciate your opinion. Me personally, I use "CRM" as a catch-all phrase. I only break it down into distinct parts if I am in a discussion that requires specificity.
13 years ago @ The GURUS Selling System - Is Your Sales Team’s... · 0 replies · +1 points
Before you become concerned about his experience or your training, you really want to establish where you two want to go together. Hopefully, you are not bringing him to maintain status quo. So, since I presume you are looking for new outcomes, you are hiring a new sales manager.
After you have established what I call 'The undiscovered country' (your most outrageous goal for you company) you can then set out plans to get there, which will drive what needs to be done to actuate those plans. That, in turn, will determine how much of his experience is relevant and useful and how much new training he will need.
i.e. train based on the future, not the past.
I hope that helps.
14 years ago @ The GURUS Selling System - Stop Making Sales Calls · 0 replies · +1 points
A Sales Call is when you go into a meeting to A) find a need B) tie your solution to the need, whether or not it is a valid connection C) Make an offer and push them to buy.
A Learning Call is when you go in to A) learn as much as you can about the person/company B) make a friend C) see if there is a need D) see if you have a solution for the need E) present the solution and allow them to choose.
I see no problem in "overlearning" about a person/company. In fact that helps to create the rapport that opens many more doors in the future. The prospect only thinks you are there to sell them if you are only there to "sell them." If you are there to learn and then - and ONLY then - to see if you can help, they will sense that and be more open.
You say "showing interest....is always a good idea" as if it were a tactic. And you say "gift of gab and good timing" as if they are important skills. Honestly, I get the feeling that you look at sales as a job or game. This makes me think that you are not really genuine in your approach to people or in looking to help them.
This is why you and I disagree. I am genuine first and always. If I can help I will. If I can't, I won't.
You are looking to close business first and always. If you can help, great. If you can't, then sell it anyway.
14 years ago @ The GURUS Selling System - The Problem with USPs ... · 0 replies · +1 points
14 years ago @ The GURUS Selling System - The Other USP · 0 replies · +1 points
Yes, our passion really is the true salesperson!
14 years ago @ The GURUS Selling System - Branding is a Byproduct · 0 replies · +1 points
Thank you for your comment.
I agree that a brand is more than a name, trademark, etc. It is an intangible value that is worth more than the sum of the parts.
I respectfully disagree with the "marketing academics and professionals." I personally feel that trying to create a brand before launching it is a waste of money and time. Yes, you need a name and tagline to go out into the world with. However, it is the consumer's experience with and feedback to your product or service that will tell you what they like and what they respond to. That is your brand. Trying to guess what your brand is in a vacuum before launching makes no sense. I mean, what if your guess is wrong? This is the same folly that costs companies millions of dollars, and even bankrupts smaller companies who lay out their life savings on "brands" that don't work.
I believe branding experts have their place. They just need to get away form the idea that they are needed before the product/service goes live and realize that they are more effective crafting the brand during the life-cycle. In other words - forget being the OB/GYN that delivers the baby and is gone. Be the pediatrician that helps the parents raise a healthy child over time.
14 years ago @ The GURUS Selling System - Branding is a Byproduct · 0 replies · +1 points
14 years ago @ The GURUS Selling System - Branding is a Byproduct · 0 replies · +1 points
Great minds think alike! :D
14 years ago @ The GURUS Selling System - Branding is a Byproduct · 0 replies · +1 points
14 years ago @ The GURUS Selling System - Branding is a Byproduct · 0 replies · +1 points
Yes, branding is - or at least it should be, in my opinion - easier than most people make it.
I'm glad you like the rest of the videos too.
Thingamajig