http://salesandmarketingloudmouth.comQuick Blogcasthttp://salesandmarketingloudmouth.com/2011/11/11/using-gasoline-to-kill-ants.aspx#comment-15743734Great article and something I can use to send my clients. You speak the truth. &nbsp;I think my clients will find it more believable coming from an outside source rather if they hear me speaking these words of wisdom - especially the part about the Target Profile. &nbsp;My personsal sales success is built on repeat and referral business and that is relationship selling in its purest form.Huntly Ketchen2012-02-01T16:19:07Zhttp://salesandmarketingloudmouth.com/2012/01/31/start-with-a-flawed-premise.aspx#comment-15742428I get your opinion, though i'll argue (another point of view). &nbsp;I like to exercise and move around, but I like a finish line and can't wait to get in my seat and let the world continue spinning. &nbsp;(I) got on 6 to 8 planes a week for years with Warner Bros. and flying is what it is. &nbsp;On the plane, in my seat, half an hour before wheels up - a good day about to begin or a good day watching the sun go down. &nbsp;That seat on an airplane can be heaven! Jeff <div> <br /> </div> <div>Tim replies:</div> <div> <br /> </div> <div>Fascinating!</div> <div> <br /> </div>Jeff2012-02-01T15:23:20Zhttp://salesandmarketingloudmouth.com/2012/01/31/start-with-a-flawed-premise.aspx#comment-15741266I found the truest statement in your article "most people would rather not fly on a commercial airliner " to be a sad commentary on the airline business. &nbsp;Also, much like I frequently do, you got confused by logic, of which the major carriers are devoid. &nbsp;Sure, there are some dedicated, helpful employees, but for the most part, the airline companies need to rebuild from the ground up all the way to the Chairman's offices. Just my opinion..... &nbsp;TraceyTracey Tynan2012-02-01T14:39:43Zhttp://salesandmarketingloudmouth.com/2012/01/31/start-with-a-flawed-premise.aspx#comment-15738297My God, this is so on point! I rarely fly first class/business class but regardless, the idea of spending more time inside the tube than I have to is totally repugnant to me. A cocktail at a VIP section of the gate sounds amazing, would make us feel special and would give us more time to relax BEFORE going aboard and strapping in.<br /> <br /> This piece reminds me of the Mel Gibson/Helen Hunt movie--"What Women Want". Companies would be amazed if they could get inside the heads of their customers to hear what they're thinking about their experiences with them. Oh wait! They can! How cool is that? &nbsp;Larry <div> <br /> </div> <div>Tim replies:</div> <div> <br /> </div> <div>You deserve to fly business class, Larry!</div>Larry Jennings2012-02-01T13:01:43Zhttp://salesandmarketingloudmouth.com/2012/01/31/start-with-a-flawed-premise.aspx#comment-15737296like that they got us talking about them. &nbsp;Hider <div> <br /> </div> <div>Tim replies</div> <div> <br /> </div> <div>Perhaps, a complete sentence would make your point more understandable. &nbsp;Thanks for writing, though.</div>Hider Marza2012-02-01T12:24:15Zhttp://salesandmarketingloudmouth.com/2012/01/31/start-with-a-flawed-premise.aspx#comment-15721804One day, you will take a trip to a far away land, serviced by a foreign airline. Emirates now flies from LAX to Thailand, the land of wellness, filled with beautiful, respectful people who will want to massage your feet, your head, and your body. You will see new things, and maybe fly to Ubud, Bali, to see more unusual things, and talk happy talk, before flying back to where ever you are from on the world's best airline, where you will be comfortable doing what ever you want before you return to reality. Happy trails! &nbsp;Krystina Marie <div> <br /> </div> <div>Tim replies:</div> <div> <br /> </div> <div>Just reading your beautiful prose made me feel more peaceful and at ease. &nbsp;Thanks for writing!</div>Krystina Marie Price2012-02-01T07:48:11Zhttp://salesandmarketingloudmouth.com/2011/12/22/the-rhythm-of-the-sales-process.aspx#comment-15690618Great stuff Tim! Thanks for sharing!JJ Quest2012-01-31T15:15:18Zhttp://salesandmarketingloudmouth.com/2011/12/22/the-rhythm-of-the-sales-process.aspx#comment-14525122You are right on the mark. <br /> <br /> Sales training has instructed for quite some time that it is important to realize what the customer is "buying" and the order of their buying priorities for a sales person to be successful. &nbsp;They are buying:<br /> <br /> You. <br /> <br /> Are you professional? Credible? Sincere in understanding their business and making recommendations that help them?<br /> <br /> Your company.<br /> <br /> Is is credible? What is the track record? Perception in the market?<br /> <br /> Have you been given a fair opportunity to demonstrate the first two points before getting deeply into your actual product or service?<br /> <br /> Your product or service.<br /> <br /> Do they need it? Do they want it? Do they want it over alternate choices or standing pat?<br /> <br /> Price/value. <br /> <br /> This will be done through the absolute price and the relative value to other options (not necessarily in direct competition to your product or service) or, as noted in the article, taking no action at all. <br /> <br /> Timing.<br /> <br /> Make the commitment now or later? You can give reasons for the benefit of quicker action but ultimately the timing of the commitment is up to the buyer. <br /> <br /> If you do not establish your value and the value of your company then consideration of the product/service and the relative value is automatically diminished or dismissed.Steve Fawthrop2011-12-26T20:16:19Zhttp://salesandmarketingloudmouth.com/2011/09/30/delight-or-die.aspx#comment-11943229Great article and well written examples. I always tell people that we will get them to the "door" and then it is up to you to sell them. And that's what we do, get people to the door and lots of them! <div> <br /> </div> <div> <em>Michele,</em> </div> <div> <em> <br /> </em> </div> <div> <em>Thanks for the comment. &nbsp;I would take it a step further and help clients think of ways to "delight" customers. &nbsp;Just closing the deal might lead to "satisfied" customers but that just isn't enough to grow one's business. &nbsp;As consumers, we are quick to share stories of businesses that have done us wrong but we hardly ever share stories about places at which we are satisfied. &nbsp;No, to share a positive story, it has to be really good and that is what our clients should be striving to do.</em> </div> <div> <em> <br /> </em> </div> <div> <em>Tim</em> </div>Michele Bunn2011-09-30T14:20:57Zhttp://salesandmarketingloudmouth.com/2011/09/19/the_root_cause.aspx#comment-11803229Great post Tim!<br /> <br /> What's the web address for The Academy of Marketing? Are you going to offer online courses? <div> <br /> </div> <div> <span style="font-style: italic;">Tim Replies:</span> </div> <div> <span style="font-style: italic;"> <br /> </span> </div> <div> <span style="font-style: italic;">Thanks very much Austin. &nbsp;Hope all is well out west. &nbsp;The Academy of Marketing can be found on Facebook right now and the newly designed website will be up and running sometime in October. &nbsp;We will be offering online support for those clients who have completed our program and that support will include additional material. &nbsp;</span> </div> <div> <span style="font-style: italic;"> <br /> </span> </div> <div> <span style="font-style: italic;">Thanks for your continued support of Salesloudmouth and spread the word.</span> </div>Austin Leonard2011-09-21T17:47:59Z