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Buyer's Lament |
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Quote
of the Week:
"The rung of a ladder was never meant to rest upon,
but only to hold a man's
foot long enough to enable him to put the other somewhat higher."
— Thomas Henry Huxley |
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Publisher's
Note:
Realize
when you approach a prospect, he or she is looking at you
from years of experience with other salespeople - and not
all of that is positive. In fact, much of it can be downright
discouraging, as you'll see in this poem by Jill Konrath of
Selling to Big Companies. See if it doesn't help you walk
a mile in your buyer's shoes. Read Jill's poem below.
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Trivia:
Which US state does not observe Daylight Saving Time (DST),
and hasn't done so for the last 40 years? Find the answer
at close of newsletter.
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Interesting
but useless fact: The first commercial typewriter was produced
by gun manufacturer E. Remington and Sons in 1874.
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Truckle
is the featured word of the week. Find the definition, pronunciation
key, and an example of it used in a sentence at the bottom
of the newsletter.
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Dogfucuis
Say: Change is inevitable, except from a vending machine.
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| THIS
WEEK'S FREE DOWNLOAD |
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For
your free subscription to this newsletter, click
here.
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Realize when you approach a prospect, he or she is looking
at you from years of experience with other salespeople - and
not all of that is positive. In fact, much of it can be downright
discouraging, as you'll see in this poem by Jill Konrath of
Selling to Big Companies. See if it doesn't help you walk
a mile in your buyer's shoes.
The
Buyer's Lament
by
Jill Konrath
Don't waste my time, please go away.
I will not talk with you today.
You call me up, you want to sell.
But all you do is tell, tell, tell.
I do not want to hear your spiel.
I will not play let's make a deal.
So listen up, take my advice.
Discover how you can entice.
If you aspire to earn my trust,
Research is an absolute must.
Know my goals, the issues I face.
Use this to build your business case.
What have you done for firms like mine?
How have you helped their bottom line?
Can you cut my costs or help me grow?
Now that's the info I want to know.
If you can help me solve my plight,
I'm wide open to fresh insight.
I need to find new perspectives
So I can reach my objectives.
Want me to remember your name?
Launch an account entry campaign.
Ten contacts is what it may take,
When there's so much business at stake.
Just think of this next time you phone
And you'll get past my no-entry zone,
Once you get your foot in the door,
I guarantee you'll sell lots more!
Jill Konrath, author of Selling to Big Companies ,
helps sellers crack into corporate accounts, shorten sales
cycles and win big contracts. Visit www.SellingToBigCompanies.com.
Reprint Permission: SalesDog Newsletters may be reproduced
and redistributed in any print or electronic form provided
that " www.SalesDog.com"
is indicated as the source. Distribution on Internet should
use a live link to our site.
Break
Out of Your Slump
Get
Top Dog Recession-Busting Sales Secrets and learn how
the pros are selling more...right now, every day! Free shipping
and handling. See
it here.
Trivia:
Which
US state does not observe Daylight Saving Time (DST), and
hasn't done so for the last 40 years?
Word
of the Week: Truckle intransitive verb [truhk-uh l]
- To yield or bend obsequiously to the will of another;
to act in a subservient manner.
Example: Sally decided that she had had enough of her older
sister's demands and vowed not to truckle to her anymore.
Definition
& Example courtesy of Dictionary.com
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YOUR FREE DOWNLOAD HERE |
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Trivia
Answer:
Arizona
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For
your free subscription to this newsletter, click
here.
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Do
the write thing...
I
really appreciate your feedback. I read and try to respond
to all I receive. My email address is Michael@SalesDog.com.
Please send your comments and suggestions directly to me rather
than hitting the reply button or odds are I'll never get it.
Do
The Dog a Favor. If you found this week's advice helpful,
please forward
this page and invite your friends and co-workers who sell
for a living to join the pack.
The purpose of the SalesDog newsletter is to inform,
inspire and challenge you.
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Redistribution
Notice: SalesDog Newsletters may be reproduced and redistributed
in any print or electronic form provided that "www.SalesDog.com"
is indicated as the source. Distribution on Internet should
use a live link to our site.
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