Comments on: Death of a Salesman http://www.halalpiar.com/2009/03/death-of-a-salesman/ Thu, 09 Feb 2012 02:02:33 +0000 hourly 1 http://wordpress.org/?v=3.1.3 By: Hal Alpiar’s Blog » Free-Sample Services Spark Sales! http://www.halalpiar.com/2009/03/death-of-a-salesman/comment-page-1/#comment-3691 Hal Alpiar’s Blog » Free-Sample Services Spark Sales! Sun, 13 Feb 2011 23:08:44 +0000 http://halalpiar.com/?p=1135#comment-3691 [...] Doctors give away sample drugs they get from detail reps who want the doctor’s Rx business. Airlines offer free upgrades to frequent flyers. Car salesmen will tear the shirts off their backs to get your signature on the contract. Every one loves free sample products!  [...] [...] Doctors give away sample drugs they get from detail reps who want the doctor’s Rx business. Airlines offer free upgrades to frequent flyers. Car salesmen will tear the shirts off their backs to get your signature on the contract. Every one loves free sample products!  [...]

]]> By: Mark Sokas http://www.halalpiar.com/2009/03/death-of-a-salesman/comment-page-1/#comment-3054 Mark Sokas Wed, 15 Apr 2009 12:20:52 +0000 http://halalpiar.com/?p=1135#comment-3054 Hal - I rarely comment on blogs but yours I had to stop and say Great Blog!! Thank you, and keep up the super posts!! - Mark <em><strong>Thank you, Mark! I appreciate your comments and your visit. Please return soon. Regards - Hal</strong></em> Hal – I rarely comment on blogs but yours I had to stop and say Great Blog!! Thank you, and keep up the super posts!! – Mark

Thank you, Mark! I appreciate your comments and your visit. Please return soon. Regards – Hal

]]> By: Articles about Entrepreneurs as of March 30, 2009 | The Lessnau Lounge http://www.halalpiar.com/2009/03/death-of-a-salesman/comment-page-1/#comment-2589 Articles about Entrepreneurs as of March 30, 2009 | The Lessnau Lounge Mon, 30 Mar 2009 15:55:48 +0000 http://halalpiar.com/?p=1135#comment-2589 [...] [...] [...] [...]

]]> By: Volker http://www.halalpiar.com/2009/03/death-of-a-salesman/comment-page-1/#comment-2584 Volker Mon, 30 Mar 2009 08:31:57 +0000 http://halalpiar.com/?p=1135#comment-2584 Hello, Just folllowed your thread from the Sales Blog. Very interesting. For someone who has done a lot of sales and a lot of communication training, I can tell you it is not all about the 87% of non verbal communication. Also, never forget, it depends on the product you are selling too. Giving trials, examples, the touch and feel of a product is not always possible. Compare a car sales man to a conference delegate sales person. Wow, here we go with body and non body languages. The car sales person can give the prospect the key, give him the feel, the touch and the experience before the buy. The value for money becomes much clearer. However, the deal is done the minute the person drives off. Now, the delegate sales person sells a concept of knowledge. If the prospect goes and attends the conference, can turn the knowledge into progress (for the company, personal etc.) then the person sees ROI, e.g. comes back to see more conferences, trainings, seminars etc etc. You have a value chain. Then the personality of the sales person is more important, don't you think? Looking forward to your opinion. Nice blog btw! Volker <em><strong>Hi Volker - Thank you very much for your insightful comments, and blog compliment. Your points are well-taken, and I agree about the importance of the salesperson's personality in a value chain situation such as the example you offer, though I do think that even in those applications, we are not far --in this hi-tech communications tsunami-- from seeing that sales personality factor experience substantive change as well. I also agree with your distinctions about product "touch and feel" and "body/non-body" language, but here too I might take SOME exception to the car salesman situation you raise to underscore your contention that "the deal is done the minute the person drives off." Based on recent work with a major car dealership that (even in this stereotypical "hard and personality sell" environment), more awareness is surfacing about the long-term customer relations component of each sale and the need to NOT think the deal is done the minute the person drives off because that thinking will drive (no pun intended) the buyer and the buyer's family and friends to some other dealer. Thanks again for your input. Please return often. Your comments are ALWAYS welcome. Regards - Hal </strong></em> Hello,

Just folllowed your thread from the Sales Blog. Very interesting.

For someone who has done a lot of sales and a lot of communication training, I can tell you it is not all about the 87% of non verbal communication. Also, never forget, it depends on the product you are selling too.

Giving trials, examples, the touch and feel of a product is not always possible. Compare a car sales man to a conference delegate sales person. Wow, here we go with body and non body languages.

The car sales person can give the prospect the key, give him the feel, the touch and the experience before the buy. The value for money becomes much clearer. However, the deal is done the minute the person drives off.

Now, the delegate sales person sells a concept of knowledge. If the prospect goes and attends the conference, can turn the knowledge into progress (for the company, personal etc.) then the person sees ROI, e.g. comes back to see more conferences, trainings, seminars etc etc. You have a value chain. Then the personality of the sales person is more important, don’t you think?

Looking forward to your opinion. Nice blog btw!

Volker

Hi Volker – Thank you very much for your insightful comments, and blog compliment. Your points are well-taken, and I agree about the importance of the salesperson’s personality in a value chain situation such as the example you offer, though I do think that even in those applications, we are not far –in this hi-tech communications tsunami– from seeing that sales personality factor experience substantive change as well.

I also agree with your distinctions about product “touch and feel” and “body/non-body” language, but here too I might take SOME exception to the car salesman situation you raise to underscore your contention that “the deal is done the minute the person drives off.”

Based on recent work with a major car dealership that (even in this stereotypical “hard and personality sell” environment), more awareness is surfacing about the long-term customer relations component of each sale and the need to NOT think the deal is done the minute the person drives off because that thinking will drive (no pun intended) the buyer and the buyer’s family and friends to some other dealer.

Thanks again for your input. Please return often. Your comments are ALWAYS welcome. Regards – Hal

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